Head of Worldwide Solutions Architecture, SAP on AWS

Amazon Web Services
May 15, 2020
United States of America
Job Type
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Amazon Web Services (AWS) is proud to be the pioneer and widely recognized leader in Cloud Computing. Our web services provide IT infrastructure in-the-cloud that is used by hundreds of thousands of developers and businesses around the world. These customers range from start-ups to leading web companies to Global 500 companies in industries such as financial services, pharmaceuticals, and high technology.

AWS and SAP have been collaborating since SAP became a customer in 2008. Together, we have certified AWS to support most SAP solutions, brought purpose built EC2 instances to market to support SAP customer needs, and helped SAP leverage AWS services to power a number of their SaaS and PaaS offerings like Concur, SuccessFactors (for government agencies), HANA Enterprise Cloud (HEC), and SCP. AWS has been supporting SAP workloads for customers longer than any other cloud provider (since 2011), has more customers (5,000+ across all segments) than any other cloud provider, is certified to support the largest public cloud (native) SAP S/4HANA (48TB) and BW/4HANA (100TB) deployments, and has more SAP HANA cloud native certifications than other cloud providers (24 HANA certifications vs. 18 for Azure and 11 for GCP).

The SAP on AWS team engages SAP customers through 3 routes to market (RTM): the AWS field, consulting partners, and SAP. We are seeking an accomplished leader to build out a high performing GTM team globally. The leader will own the overall performance of the business globally measured by revenue growth, net new customers, and reference wins. The successful candidate will have overachieved throughout their career and built strong, deep relationships with F1000 and/or G2000 organizations. This leader will have a broad role – part market maker, part operator and part general manager – and will build a strategy focused on winning new customer segments and growing existing customer segments for the long term. As a self-starter willing to operate in a multifaceted way, you should also have experience in market development of cloud infrastructure and/or enterprise applications. The right candidate must possess top of the line leadership skills with the ability to execute on key business initiatives. The role will require working with the overall ecosystem to help secure lighthouse customers for new use cases, drive top-line revenue for new services, and develop strategic partnerships. This is an exciting opportunity to drive the go-to-market definition and execution of AWS’s strategy for SAP on AWS globally.

There are over 40K SAP ERP customers globally (~12K in the enterprise commercial segment). The total SAP hosting and platform services market is estimated at $14.4B in 2020 (92% commercial/8% Public Sector). SAP has articulated plans to end support for SAP ECC (older SAP ERP version) in 2025. Many SAP customers will be making platform decisions in the next 2 to 3 years whether they choose to move to SAP S/4HANA (latest version of the SAP ERP product line) or not.

Your responsibilities will include driving strategic SAP workloads to deepen business and technical relationships with customers and partners. You will build high-performing teams of solution architects. You will also develop mechanisms to establish new business in target market segments and enable the field organization to drive the day-to-day interactions that identify prospects for long-term business opportunities. You will focus on scaling SAP on AWS, scaling existing AWS services, delivering workload/solution specific domain expertise to the broader field organization, and developing repeatable, packaged solutions to solve customer challenges. As the voice of the customer, your findings will influence product teams to help them evolve the products and address issues, concerns, and requests from the field. To be successful, you will need to analyze and determine key customer insights from business drivers, market trends and customer feedback, and operating metrics.

You will be responsible for establishing clear goals for your team including POCs, speaking engagements, collateral, and more. You must ensure that your team is continuously learning and differentiating AWS with and for customers. You will be expected to plan and allocate for the best use of team resources in order to meet your team goals.

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