Key job responsibilities
Own the regional go-to-market strategy for Amazon Leo across EMEA, identifying which industries, customer segments, and use cases to pursue based on local market dynamics, regulatory environment, coverage footprint, and competitive landscape
Take proven industry sales approaches developed by global teams and adapt them for EMEA markets, localizing positioning, adjusting for regional channel structures, navigating local regulatory requirements, and tailoring deal approaches to how enterprises in the region buy
Originate and develop enterprise opportunities with major accounts across the region, shaping commercial terms and working through procurement, regulatory, and integration complexity to advance deals from first conversation to qualified pipeline
Enable local sales teams to position Leo effectively within their accounts by running structured training sessions, joining customer engagements where needed, and building the repeatable tools and materials that let sellers open conversations on business outcomes rather than technology specifications
Identify use cases and market opportunities unique to EMEA that global playbooks don't yet address, prove them with reference customers, and package them so they can be replicated across the region and fed back to the global organization
Serve as the voice of EMEA within the worldwide business development organization, surfacing market intelligence, competitive encounters, win/loss insights, regulatory shifts, and product gaps backed by customer evidence so the global strategy stays grounded in regional reality
A day in the life
We are a growing business development organization building the enterprise motion for Amazon Leo, a transformative satellite connectivity initiative. Our team operates with significant autonomy and visibility across Amazon, working at the intersection of customer needs, AWS capabilities, and Leo's product roadmap. We're structured around industry verticals globally, with regional leaders who take proven approaches into international markets, adapt them for local conditions, and invent where their region demands it.
Your focus is taking proven industry sales approaches into EMEA and feeding market intelligence back to the global team. You'll work with global industry leads to agree which approaches to bring into EMEA each quarter, then adapt them for local regulatory, procurement, and competitive realities. You'll prioritize which industry segments matter most in the region and invent new approaches where EMEA markets present opportunities that global playbooks don't yet cover. You'll build the capability of local sales teams so they can position Leo on business outcomes rather than connectivity specifications, and own strategic customer engagements where no established playbook yet exists.
On any given day, you might join a seller on a discovery call with a CIO exploring network resilience, map how connectivity gaps create cost across a manufacturer's value chain to build the business case for a Leo-based solution, adapt a global energy sector sales approach for an EMEA market, or run a training session for local sellers. You'll also serve as the voice of the region, surfacing competitive encounters, regulatory shifts, and product gaps backed by customer evidence so the global strategy stays grounded in what's happening on the ground.
About the team
We are building the enterprise go-to-market for Amazon Leo, a low-Earth orbit satellite broadband service that connects businesses in places traditional networks cannot reach. Our team works at the intersection of customer needs, AWS capabilities, and Leo's product roadmap, with significant autonomy and visibility across Amazon. We're structured around industry verticals globally, with regional leaders who adapt proven approaches for local markets and invent where their region demands it. The culture is high-trust, low-bureaucracy, and outcome-obsessed. We're early enough that what you build will define how this organization operates for years to come.
Experience in developing, negotiating and executing business agreements
Experience developing strategies that influence leadership decisions at the organizational level
Experience managing programs across cross functional teams, building processes and coordinating release schedules
Experience working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking
Experience in Go-To-Market, Business Development, Sales, or Consulting
Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage
Experience interpreting data and making business recommendations
Experience identifying, negotiating, and executing complex legal agreements
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Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
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