LATAM ENTERPRISE GTM LEADER, AWS LATAM

DESCRIPTION The Enterprise GTM Leader LatAm role is responsible for strategically developing and supporting field teams’ execution of LatAm’s Enterprise “sales motions” including our largest accounts and Greenfield/Partner-First Enterprise accounts to accelerate growth of the biggest sales segment in the region.
With Enterprise representing 47% of the “Geo’s” revenue ($1.
B in ), this leader is accountable for developing and supporting execution of the Enterprise Sales Strategy across the 3 areas (Brazil, NOLA & SOLA (31 countries) and Mexico).
Commercial Enterprise represents 67% of the TAS in LatAm ($16.
B).
Key job responsibilities This person is a single-threaded leader who manages 6 direct teams.
1/ Ent.
Sales GTM Strategy, 2/ Migrations & Modernization, 3/ Cloud Economics & Financial Management, 4/ Digital Innovation, 5/ Industries Sales Strategy and 6/ Strategic Investments, with a team situated in 3 different countries (Brazil, Mexico, Colombia) and speaking 3 languages (Spanish, Portuguese and English).
The role was created in to lead the long-term Enterprise Segment strategy, to ensure the right outcome for customers as well as the business and to synchronize execution across multiple teams and stakeholders (Area Leaders, Partners, SA, ProServe, Enterprise Support, T&C, WWSO and BDSI).
Year to date, the role impacts above 85% of LatAm migrations, opportunities in different customers, representing 47% of LatAm business.
Based on a LatAm ‘s LT decision to maximize scope and drive consistent Enterprise Segment execution this role consolidates several functions that are traditionally performed by multiple leaders including Greenfield GTM, Migrations, Industry solutions portfolios localization, and Cloud Economics.
The Enterprise GTM Leader function has eight primary responsibilities.
1/ Designing, leading and supporting Field Execution of the Enterprise Segment including 2 very different sales motions (Deep & Partner-First); 2/ Engaging C-Suite and senior LoB leaders through Digital Innovation and Working Backwards Engagements (WBE).
This becomes the foundation for a Envision Engineering (EE), ProServe, or APN Partners to help customers develop an idea/experiment on AWS; 3/ Driving the “Migrations Acceleration strategy” by helping customers to asses, mobilize, and modernize large-scale workloads and legacy technologies onto AWS, (this leader owns the MAP S-Team goal); 4/ Leading the Enterprise Greenfield strategy to identify and nurture the next wave of LatAm customers (owns the Enterprise MBA S-Team goal); 5/ Establishing governance, interlock and revenue/goals leadership of the 8 WWSO groups (Compute, Storage, DB, Analytics, SAP/Windows/VMC, CXE, Containers & AI/ML) for LatAm; 6/ Delivery of cloud advisory expertise & financial management best practices to our ENT & DNB customers to remove economic friction, and increase lifetime value through Cloud Economics; 7/ Providing strategic investments and prescriptive guidance (playbooks/mechanisms) such as credits, partner cash, business case developments, training and other AWS led mechanisms to increase deal size value and accelerate the closing sales cycle with strategic programs execution; 8/ Developing Enterprise industry solutions selling.
Working backwards from customers to develop LatAm’s long-term industry sales strategy and ISV solutions portfolio localization in partnership with BDSI.
The key business/financial metrics are.
1/ Enterprise Sales Revenue/Usage & Growth by sales motion; 2/ ProServe, Enterprise Support and T&C penetration and growth in Enterprise Accounts (2F3); 3/ MAP Wins; 4/ Enterprise Meaningful Biller Acquisition (MBAs); 5/ LatAm Goals revenue and growth for Compute, Storage, Database, Analytics, SAP/Windows/VMC, CXE & AI/ML.
LatAm is a complex geography, with 33 countries and 3 primary languages (English, Portuguese and Spanish).
Economic, political, regulatory environment and social volatility are factors that make this role complex.
Currency and inflation variation increase business complexity and limits financial predictability.
Most countries have their own regulatory environment where financial institutions and telecom operators are subject to specific regulation that impact their journey to the cloud.
Uncertainty and the need to make fast “2-way door” decisions with limited information are critical for the role.
To succeed in it, this leader needs to have the capacity to address and look for solutions to many different challenges including limited talent/cloud skills availability, lack of AWS infrastructure (including SoR, Infra Regions, and FX) in all countries except Brazil, and Greenfield customers limited understanding of the cloud.
The LatAm Enterprise GTM leader interacts with multiple functions within AWS and works along with customers and partners to find the best alternatives for economic challenges and how to justify a cloud-based business model for their companies.
A day in the life For someone to lead this role, it is required to have the ability to cross-collaborate and interlock efficiently with stakeholders from different local teams (such as ProServe, SAs, Cloud Acceleration, Partners, Marketing, Enterprise Support, T&C, and Finance), levels (from L5 to L10), and different WW organizations (including WWSO, BDSI, WWRO).
At the same time, the role requires someone who not only manages direct senior leaders, but can also influence and drive ownership from +40 indirect ICs (L6 and L7), distributed across 5 different countries (Mexico, Colombia, Argentina, Chile and Brazil), who are part of ancillary organizations (WWSO / BDSI), that have managers based outside of LatAm (USA), and who do not speak local languages and have limited knowledge of the LatAm market, customers and political and economic environment.
Moreover, this role influences L8 Area Leaders, WWSO and BDSI Directors to negotiate, design sustainable mechanisms, plan, hire and execute the long-term sales GTM strategy in a consistent way for the 33 Latin American countries.
Managing a segment (Enterprise), which represents 47% of the LatAm revenue and grows over 50% CAGR (3 years), projected to be a $B business in , requires ownership, diving deep, insisting on the highest standards and thinking big to define the correct strategy for the long-term.
The role must also attract big leaders from the industry, cascade the vision and data to more than 200 people, propose new mechanisms to maintain high growth, and to identify new business opportunities to keep winning the penetration of the TAS of the Enterprise Space in Latin America ($B), which is approximately 8% at this time.
BASIC QUALIFICATIONS - 10+ years of technology related sales, business development or equivalent experience - 5+ years of sales management experience - Experience in management of large, complex enterprise accounts or equivalent PREFERRED QUALIFICATIONS - Master's degree or equivalent - Bachelor's degree or equivalent