Head of SMB MENAT/ SSA, EMEA SMB

Job description

We are seeking an exceptional leader to drive AWS's Small and Medium Business (SMB) segment across the MENAT and SSA. This pivotal role will lead a high-performing team of Sellers to accelerate cloud adoption among SMB customers in one of AWS's most strategic markets. This Leader will be responsible for developing and executing go-to-market strategies, building partner ecosystems, and delivering revenue growth while fostering a culture of innovation and customer obsession.

This role reports to the EMEA SMB Segment Leader and is a key member of the EMEA SMB Leadership Team.

As a senior sales manager and leader of SMB sales organization you'll be responsible for exceeding revenue objectives, key performance goals, and developing your team. You’ll lead, collaborate, and inspire a group of account managers while being responsible for revenue and market share growth with both new and existing AWS customers.

Key job responsibilities

Strategic Leadership & Execution

Develop and execute comprehensive SMB growth strategies for the UKI market

Drive revenue growth and customer acquisition targets through data-driven decision making and innovative go-to-market approaches

Build and lead a high-performing team of CSRs and Field Sellers, fostering a culture of ownership, innovation, and customer obsession

Establish clear performance metrics and accountability frameworks to track team and business performance

Partner Ecosystem Development

Build and scale a partner-led SMB business model in alignment with EMEA's 2028 partner strategy

Develop strategic relationships with key partners, including ISVs, SIs, and resellers to expand market reach

Leverage AWS Partner Network to accelerate customer adoption and solution delivery

Customer Success & Growth

Champion customer obsession by ensuring exceptional customer experiences throughout the cloud journey

Drive adoption of AWS services, with particular focus on emerging technologies including GenAI, data analytics, and migration solutions

Implement scalable customer engagement models that balance high-touch and digital-led approaches

Develop customer success metrics and ensure continuous improvement in customer satisfaction and retention

Team Development & Culture

Recruit, develop, and retain top talent

Foster a culture of continuous learning, experimentation, and innovation

Provide coaching, mentorship, and career development opportunities for team members

Cross-Functional Collaboration

Partner closely with EMEA SMB Leadership Team peers to share best practices and drive segment-wide initiatives

Collaborate with Marketing, Partner, Product, and Solutions Architecture teams to optimize customer outcomes

Represent UKI SMB interests in regional and global forums, contributing to strategic planning and resource allocation

Drive alignment with broader AWS UKI leadership on segment priorities and initiatives

Market Intelligence & Innovation

Maintain deep understanding of UKI market dynamics, competitive landscape, and customer needs

Identify emerging trends and opportunities in the SMB segment, particularly around AI, digital transformation, and industry-specific solutions

Drive innovation in sales plays, engagement models, and customer success programs

Leverage data and analytics to inform strategy and optimize business performance

Operational Excellence

Establish efficient operational processes and systems to support team productivity and customer engagement

Manage budget and resource allocation to maximize return on investment

Ensure compliance with AWS policies, procedures, and governance requirements

Drive continuous improvement in sales effectiveness, customer engagement, and operational efficiency