Amazon’s Project Kuiper is an initiative to launch a constellation of Low Earth Orbit (LEO) satellites that will provide low-latency, high-speed broadband connectivity to unserved and underserved communities around the world.
As the Strategic Engagements Director with Kuiper focused on the ASEAN region, you will have the exciting opportunity to help promote the growth and shape the future of an emerging technology. Your responsibilities will include increasing adoption, and market penetration across APJ. This role is focused on qualifying and developing a pipeline across ASEAN.
We are looking for candidates with a proven track record of success/delivering results, ability to engage CxO’s with confidence, and able to orchestrate cross-functional teams (internally and externally), and should have excellent written and verbal communication skills. Must possess the ability to explain cloud computing, infrastructure solutions and a background in telecommunications; Level 100 (minimum). This position may require access to information, technology, or hardware that is subject to export control laws and regulations, including the Export Administration Regulations (EAR) and the International Traffic in Arms Regulations (ITAR). Employment in this position is contingent upon obtaining any required export licenses or other approvals from the United States government. As such, the successful candidate must be eligible to obtain any necessary export licenses or approvals based on their nationality, citizenship, and any other factors considered by the applicable export control regulations.
Key job responsibilities
- 15+ years of high tech sales and business development experience - A strong understanding of AWS and/or technology as a service. - Direct field & account management, sales experience working with enterprise accounts. - Would have consistently exceeded key performance metrics.
- Demonstrated ability to engage and influence C-level executives. - Strong presentation skills and the ability to articulate complex concepts to cross-functional audiences.
- Strong technical competencies in the areas of cloud computing, SOA, web services and enterprise software.
About the team
• Support the creation and iteration of repeatable frameworks for entering into strategic partnerships and alliances, establishing Kuiper as the partner’s preferred LEO Satellite provider.
• Engage the AWS field sales organization, channels, and end customers to create and drive transformation opportunities for AWS.
• Identify, evaluate, negotiate, and manage opportunities across our largest APJ customers that represent significant revenue to Kuiper.
• Manage complex contract negotiations (across Product, Operations, Engineering, Corporate, and senior management) to gain support, approvals, and to execute on the opportunities.
• Develop best practices to foster, manage, and track large strategic opportunities.
• Recommend investments in key strategic offerings and market segments.
• Prepare and give business reviews to Kuiper and partner senior leaders.
• Impact market awareness in APJ.
• Exceed set business objectives, driving a pipeline x2 $100M deals.
• Develop and execute against a comprehensive enterprise regional strategy.
• Manage large enterprise accounts concurrently & strategically.
• Create & articulate compelling value propositions around Kuiper services.
• Accelerate customer adoption.
• Maintain a robust sales pipeline.
• Work with partners to extend reach & drive adoption.
• Possess the technical ability to explain (not implement) LEO satellite technology, cloud computing.
• Develop case studies and help to launch Global partnerships.
• Draft various business reports and narratives.
• Develop long-term strategic relationships with key accounts.
Basic qualifications
- 7+ years of developing, negotiating and executing business agreements experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
Preferred qualifications
- Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
- Experience selling to Fortune 1000 or Global 2000 organizations
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