Head of Insurance BD- ANZ

Job ID: Amazon Web Services Australia Pty Ltd

Are you passionate about the Insurance industry? Are you interested in shaping large-scale, cloud-based innovation with Insurance customers? Then you may be interested in joining our AWS Industry Business Development team to drive transformation and innovation at our largest customers in ANZ.

Amazon Web Services (AWS) is a dynamic and rapidly growing business within Amazon, and the leader in providing secure, reliable, scalable, and innovative cloud services that help more than a million businesses across the global scale and grow. We are expanding in a number of areas, and our Financial Services team is looking for a seasoned Insurance leader with experience in business development/sales, driving top line growth and overall end-customer adoption across the insurance industry.

The ideal candidates will possess a strong business development/sales background and Insurance industry technology experience that will enable them to engage directly with insurance customers, coach sales teams, and lead tactical and strategic initiatives to deliver innovative solutions to the insurance industry in areas ranging from the digital distribution channel and data analytics to core insurance workloads and data center transformations.

• Effectively position AWS as a strategic and trusted partner to our ANZ customers
• Coach account teams and help define the strategic direction for top accounts, with a focus on line of business solutions and business sponsors
• Lead pre-sales activities for Insurance accounts, work with AWS Marketing to support lead-generation and sales-acceleration activities, and influence downstream activities with global and multi-national customers
• Identify and help define the requirements for new service or packaged offerings, in collaboration with the Financial Services Market Development team, AWS Professional Services, AWS services teams, partners, and Amazon product teams
• Conduct executive workshops with industry leaders and executives
• Effectively position AWS in Insurance through participation in industry conferences, executive briefings, and other public speaking opportunities
• Work closely with AWS technical experts in solutioning, developing, and delivering AWS-based solutions to customers
• Support the AWS Partner Network and key industry technology providers with their solutions and service line offerings developed and running on AWS
• Understand and exploit the use of Salesforce and internal Amazon systems for campaign tracking and pipeline management
• Prepare and present business reviews to senior management regarding progress and roadblocks to enabling cloud adoption
• Travel may be required for this role, up to 50%

• 7+ years of technology-related enterprise solutions sales, business development, or services delivery experience
• 5+ years of experience in customer-related interactions (presentations, building relationships, structuring and providing program oversight, working with partners, statements of work/commercial exposure, business case creation and presentation, and technical pre-sales)
• Demonstrated understanding of insurance workflow or value chains, and related technologies
• Demonstrated understanding of cloud technologies, and their current or future application in Insurance
• BA/BS degree or equivalent work experience required
• Strong verbal and written communications skills
• A team player who effectively integrates, motivates, and builds relationships with cross-functional team members, sponsors, key stakeholders, executives, and other individuals or organizations involved with or affected by a project
• Competency in the Microsoft Office suite, Salesforce, and project management toolsets

• 5+ years direct experience in owning or creating market development strategies including: conducting discovery assessments, generating market assessments and business cases, and developing go-to-market programs
• Direct professional services or consulting experience in large-scale transformation
• MBA or other relevant advanced degree
• Cloud sales or solutions development experience
• Knowledge of the top ISVs and SIs in the Insurance industry and their relevant offerings

Posted: October 22, 2024

Amazon is an Equal Opportunity Employer - Minority / Women / Disability / Veteran / Gender Identity / Sexual Orientation / Age.