Specialist Sales Leader - Amazon, Toronto

About the Role

As the Canada Specialist Sales Leader at Amazon Web Services (AWS) in Toronto, you will play a pivotal role in driving the adoption of AWS cloud services across Canada. This leadership position involves heading a dedicated team of deep domain sales specialists who partner with local account management teams to accelerate customer adoption of AWS solutions, workloads, and offerings. Reporting directly to the Country Leader, you will be instrumental in developing and implementing national prioritisation plans for specialist resource investments and customer adoption strategies for both current and future services, contributing significantly to Amazon’s business growth.

This role demands an accomplished leader with extensive experience across product, business, and technology, particularly in engaging with large enterprises and high-growth organisations. You will hold revenue responsibility while leading a direct, cross-functional team encompassing sales, business development, and solution architecture. Your specialist team will also serve as a crucial feedback ingestion point from Canadian customers, directly influencing the roadmap for AWS product and services teams. You will lead domain-based discussions with C-suite executives, covering areas such as Generative AI, High Performance Computing, Compute, Networking, Storage, Database, Analytics, Application Modernisation, and Business Transformation through technology and Artificial Intelligence/Machine Learning adoption.

A critical aspect of this position is your ability to capture the voice of the customer and relay it to the Worldwide Specialist Organisation (WWSO) team. This ensures that valuable customer feedback is amplified, effectively influencing AWS technology roadmaps and Go-To-Market strategies. Your contributions will directly impact the overall performance of the business globally, measured by revenue growth, net new customers, and product and service influence. This role offers a unique opportunity to shape the future of work through AI, leading the go-to-market strategy for transformative technologies that make generative AI accessible, secure, and impactful across organisations.

Amazon Web Services (AWS) is recognised as the world’s most comprehensive and broadly adopted cloud platform. As pioneers in cloud computing, AWS continues to innovate, earning the trust of customers ranging from successful startups to Global 500 companies who rely on our robust suite of products and services to power their businesses. Joining AWS means becoming part of an inclusive team culture that values curiosity and connection. Our employee-led and company-sponsored affinity groups foster inclusion, empowering individuals to take pride in their unique contributions. Through collaborative events, we build stronger, more innovative teams, fuelled by bold ideas, fresh perspectives, and passionate voices.

AWS is committed to continuous improvement, striving to be Earth’s Best Employer. You will find endless knowledge-sharing, mentorship, and other career-advancing resources designed to help you develop into a well-rounded professional. This environment supports your growth and ensures you have the tools to succeed and make a significant impact on our customers and the broader business.

Responsibilities

• Interact at the CxO/VP level, as well as with developers and technical architects, to develop pipeline, secure lighthouse customers, drive top-line revenue, and explore strategic partnerships.
• Develop and deploy sales motions and programmes that leverage AWS Field Sales teams, as well as technology and consulting partner channels. Go-to-market elements may include consultative workshops, sales/partner/customer enablement, solutions blueprints, customer proposal and offer development, internal and external collateral, Proofs of Concept (POC), incentives, target customers, and success measures.
• Define, develop, and execute against a comprehensive account/territory plan supporting multiple account teams to drive achievement of revenue and win goals.
• Create and articulate compelling value propositions that address specific needs of your customers.
• Accelerate customer adoption through well-developed sales engagements and successful Go-To-Market Strategy.
• Drive revenue and market share while meeting/exceeding revenue targets, develop and execute goals to drive long-term strategy with Data and Developer tools, Advanced Compute, Core Services, Migration/Modernisation or Business Applications specialty.
• Partner with cross-functional teams across Solution Architecture, Business Development, Marketing, Partners, and Training to execute customer acquisition programmes and strategies.
• Define and drive operational processes and excellence with sales teams.

What You'll Bring

To excel in this Specialist Sales Leader role, you will need a robust background in technology sales and leadership, coupled with a deep understanding of cloud services and customer engagement. Your experience will be critical in driving AWS adoption and achieving revenue targets.

• 15+ years of technology-related sales, business development, or equivalent experience.
• Experience negotiating complex deals with customers and partners or equivalent.
• Experience selling AI/ML solutions.
• Experience communicating with both technical and non-technical stakeholders across multiple teams, as well as internal and external executive stakeholders.
• Established track record of building rapport with customer executives (e.g., CEO, COO, CIO, CTO, CMO), building close relationships, and closing large revenue accounts.
• Hiring, developing, and motivating a sales organisation to consistently exceed expectations against defined goals and objectives.

Preferred qualifications that will further enhance your candidacy include:

• Relevant sales experience with breadth and depth in multiple enterprise functional areas across various industries.
• Experience in a heavily matrixed sales environment, including developing, implementing, managing, and executing cross-functional solutions-led go-to-market growth initiatives and sales motions.
• Deep understanding of cloud technologies, including public and hybrid cloud platforms; a technical background in engineering, computer science, or MIS is a plus.
• Recognised industry expertise in primary discipline(s) with proven public speaking and media prowess.

Compensation and Perks

The base salary range for the Canada Specialist Sales Leader position in Toronto, ON, is 200,000.00 - 270,000.00 CAD annually. As a total compensation company, Amazon’s package may include other elements such as sign-on payments, restricted stock units (RSUs), and sales incentives where applicable. Final compensation will be determined based on factors including experience, qualifications, and location.

Amazon offers comprehensive benefits designed to support your health and well-being. These include health insurance (medical, dental, vision, prescription, basic life & AD&D insurance), a Registered Retirement Savings Plan (RRSP), a Deferred Profit Sharing Plan (DPSP), paid time off, and various other resources to improve health and well-being. We value our employees and strive to provide a supportive and rewarding work environment.