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Version 2.2.1

Sr SAP GTM & Partner Specialist, AWS

ID: 7592

Type: Full-time

Category: Others

Company Name: Amazon Web Services Japan GK

Location: JPN, Tokyo

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Job Description

We are seeking an experienced Senior SAP Go-To-Market (GTM) and Partner Development Specialist to join our team and drive the growth of AWS's SAP business in Japan. In this role, you will lead the go-to-market strategy and execution for SAP workloads, including partner landscape building for solutions, and driving co-sell pipeline alignment, collaborating closely with cross-functional teams to position AWS as the cloud provider of choice for SAP customers.


Key job responsibilities
- Develop and execute the GTM strategy for SAP workloads in Japan with SAP teams internal to AWS and with our partners.
- Collaborate with field teams including Sales specialist, Partner sales, Marketing, AGS sales teams, DGR, and other Specialists to drive SAP workload (migration, Data and GenAI)
- Leverage deep SAP expertise to understand critical customer challenges and enable account-aligned teams to solve them.
- Lead cross-functional initiatives to expand markets/accounts, develop scalable programs to drive adoption, and identify new opportunities within the SAP domain directly with customers in 1:many / 1:few, with partners, and with AWS field sales teams.
- Set and achieve long-term growth goals for Japan, meeting or exceeding revenue and non-revenue driven KPIs.
- Provide market intelligence and customer feedback to global teams to inform product development and service improvements.
- Deliver monthly/quarterly business reviews and operational planning documents for the SAP domain in Japan.
- Build and maintain strong relationships with key SAP executives and partners in the region.
- Work closely with AWS product teams to ensure services meet SAP customers' needs.
- Analyze market trends and competitive landscape to inform strategic decisions.

Basic Qualifications

- 7+ years of implementing and managing SAP ERP solutions, with a strong focus on SAP S/4HANA experience
- Experience in building profitable partner ecosystems
- 5+ experience in selling SAP solutions, co-selling with SAP and negotiating with SAP for a win-win deal pursuit across value, technical architecture and commercials.

Preferred Qualifications

- Experience in consulting and advisory on SAP functional including AI and data implementation knowledge.

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.

Company Information

Company Name: Amazon Web Services Japan GK

Company Website: https://aws.amazon.com/jp/

Company Address: JPN, Tokyo

Amazon Web Services Japan GK (commonly referred to as AWS Japan) is the Japanese subsidiary of Amazon Web Services, Inc., established to deliver AWS cloud services, technical support, professional services, and local partnership programs to customers operating in Japan. As the local arm of AWS, it markets, localizes, and supports the broad suite of AWS cloud computing services for enterprises, startups, public sector organizations, and developers across Japan. AWS Japan acts both as a commercial and customer-facing organization that supports adoption of cloud infrastructure and platform services, offers regional account management and technical engagement, and coordinates with the global AWS organization on infrastructure, compliance, and product availability. Core business activities - Provisioning and operation of cloud infrastructure and platform services: AWS Japan makes available the same core infrastructure-as-a-service (IaaS), platform-as-a-service (PaaS), and higher-level managed services offered by AWS globally, enabling customers to run compute, storage, database, networking, analytics, machine learning, security, and developer tool workloads on demand. Japan-based customers can take advantage of AWS’s Japan Regions (for example, the Asia Pacific (Tokyo) Region and the Asia Pacific (Osaka) Region) to host workloads with local data residency and low-latency access. - Sales, customer support, and account services: The subsidiary provides local account management, pre-sales and post-sales technical support, and professional services engagement for migration, architecture design, optimization, and operational readiness. This includes assistance with onboarding, migration planning, cost management, and adoption of AWS best practices. - Local regulatory, compliance, and security support: AWS Japan supports customers with region-specific compliance certifications, guidance on data protection and residency requirements, and coordination for independent audit and certification activities relevant to Japanese regulatory frameworks. It also helps customers implement the AWS Shared Responsibility Model for security and compliance. - Partner ecosystem and channel enablement: AWS Japan administers and grows the AWS Partner Network (APN) in Japan, certifying and enabling local system integrators, managed service providers, independent software vendors (ISVs), and consulting partners. The subsidiary supports partner-led delivery models, marketplace listings, and joint go-to-market initiatives for Japanese customers. - Training, certification, and community programs: To build local cloud skills, AWS Japan offers localized training, certification programs, workshops, and programs for startups and academic institutions. These programs include official AWS training curricula, certification exams in Japan, and initiatives to support innovation and cloud-native skill development in the local market. Main products and services (representative categories and examples) - Compute: Amazon EC2 (virtual servers), Auto Scaling, Amazon Elastic Container Service (ECS), Amazon Elastic Kubernetes Service (EKS), AWS Fargate (serverless containers), and AWS Lambda (serverless functions). - Storage and content delivery: Amazon S3 (object storage), Amazon EBS (block storage), Amazon EFS (file storage), Amazon Glacier/Archive (long-term archival), and Amazon CloudFront (content delivery network). - Databases and data stores: Amazon RDS (managed relational databases), Amazon Aurora (MySQL- and PostgreSQL-compatible relational database), Amazon DynamoDB (managed NoSQL), Amazon ElastiCache (in-memory caching), Amazon Neptune (graph database), and Amazon Redshift (data warehousing). - Networking and hybrid connectivity: Amazon VPC (virtual private cloud), AWS Direct Connect (dedicated network links), Elastic Load Balancing, and services to enable hybrid and on-premises integration such as AWS Outposts and AWS Storage Gateway. - Analytics and big data: Amazon EMR (managed Hadoop/Spark), Amazon Kinesis (real-time streaming), Amazon Athena (interactive query), and Amazon Redshift for analytics workloads. - Machine learning and AI: Amazon SageMaker (build, train, and deploy ML models), and managed AI services such as Amazon Rekognition (image/video analysis), Amazon Comprehend (NLP), Amazon Translate, Amazon Lex, and Amazon Polly. - Security, identity, and compliance: AWS Identity and Access Management (IAM), AWS Key Management Service (KMS), AWS Shield, AWS WAF, Amazon GuardDuty, AWS Config, and a portfolio of compliance and governance tools. - Developer and application services: AWS CodeCommit, CodeBuild, CodeDeploy, CodePipeline (CI/CD), Amazon API Gateway, AWS Step Functions, and application integration services such as Amazon SNS and SQS. - Migration and modernization: AWS Migration Hub, AWS Database Migration Service (DMS), and professional services for rehosting, replatforming, and refactoring applications. - Marketplace and commercial services: AWS Marketplace for third-party software, AWS Support plans (Basic, Developer, Business, and Enterprise) and consulting engagements delivered by AWS Professional Services and APN partners. How AWS Japan positions its services AWS Japan positions itself as a provider of scalable, pay-as-you-go cloud infrastructure and managed services that enable organizations to reduce the operational burden of running IT, accelerate product development, and scale quickly. It emphasizes technical enablement through localized training, partner-led engagements, and support plans tailored to the needs of Japanese enterprises and public sector customers. AWS Japan also highlights regional features such as local Regions and Availability Zones to help customers achieve lower latency and meet data residency requirements. Customer segments and use cases AWS Japan serves a wide range of customers including multinational corporations with Japanese operations, domestic enterprises, startups, public sector organizations, and developers. Common use cases include cloud-native application development, large-scale data analytics and business intelligence, websites and mobile backends, disaster recovery and backup, IoT deployments, and machine learning-powered applications. Accessibility and official channels AWS Japan communicates product announcements, service availability in Japan Regions, documentation, pricing, and localized support through the official AWS Japan website and localized developer and partner portals. The subsidiary coordinates with AWS’s global operations to ensure feature parity, regional compliance, and local engagement for customers in Japan.
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