Sr. Business Development Lead, Japan Large Enterprise, APJ GTM

ID: 7708

Type: Full-time

Category: Others

Company Name: Amazon Web Services Japan GK

Location: JPN, Tokyo

Education Level: Lead

Job Description

Amazon Web Services (AWS) is seeking an exceptional Business Development Leader to drive the next phase of growth for across our Large-Scale Enterprise accounts in Japan. In this role, you will identify and develop both linear and nonlinear growth opportunities that directly contribute to Japan's Large-Scale Enterprise growth targets. You will operate at the intersection of strategic thinking, large deal origination, and cross-functional execution — bringing together sales, technology, and partner teams to unlock new revenue streams and build the next generation of AWS customer success stories in Japan, in partnership with AWS Japan Sales leadership team.
This is a high-visibility, high-impact role that requires a rare combination of entrepreneurial drive, executive presence, and the ability to influence and align diverse stakeholders across a complex, matrixed organization.

Key job responsibilities
Linear Growth
• Bring together strategic thinking and differentiated customer experiences to create new growth vectors within established & greenfield accounts.
• Develop and execute growth initiatives within greenfield parts of existing Large Scale Enterprise customers i.e. winning in adjacent Business Units of these existing AWS large customers where AWS has limited or no presence.
• Engage with top 20 Greenfield Large Scale Enterprise accounts and working alongside the accounts team, help 10x the account strategy by deeply understanding customer business vision, converting that into key strategy pillars, and developing a 10x CEO/LOB CxO value pitch on how Amazon can help customers achieve their business objectives.

Nonlinear Growth
• Identify and develop 10x growth opportunities based on the emerging business priorities of Japan's most strategic customers and the country's broader economic agenda.
• Pioneer first-of-its-kind partnerships that push the boundaries of what AWS and Amazon can deliver — creating new categories of value for customers and for AWS.

Cross-Functional Leadership
• Lead cross-functional teams to design, test, and scale compelling solutions — converting experiments into replicable GTM plays that can be deployed across APJC.
• Partner closely with Sales, Solutions Architecture, Partner, and Marketing teams to ensure seamless execution and high-quality customer outcomes.

Market Intelligence & GTM Strategy
• Identify market trends, competitive dynamics, and customer insights that inform and refine GTM strategy for Japan's large enterprise customers.
• Translate market intelligence into actionable GTM programs, tools, and plays that enable the field to win.

Stakeholder Engagement & Field Alignment
• Build strong, trust-based relationships with sales leadership and field teams to drive high adoption of GTM programs and tools.
• Serve as a strategic advisor to account teams, helping them navigate complex customer situations and unlock new growth opportunities.

About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

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Basic Qualifications

- 10+ years of business development, enterprise sales, or strategic partnerships experience, with a demonstrated track record of driving large, complex deals.
- Experience working with or selling to large Japanese enterprises, including conglomerates and public sector organizations.
- Proven ability to develop and execute GTM strategies that drive measurable large bookings and revenue growth.
- Strong executive presence with the ability to engage and influence C-suite stakeholders.
- Fluency in Japanese and English (written and spoken).

Preferred Qualifications

- Experience in cloud, AI/ML, or enterprise technology sales in Japan.
- Deep understanding of Japan's enterprise IT landscape, including the role of major System Integrators (SIs).
- Experience engaging cross-functional teams in a matrixed, global organization.
- Track record of developing nonlinear, 10x growth opportunities — including first-of-its-kind partnerships or new business models.
- Familiarity with AWS services, particularly AI/ML, data, and infrastructure offerings.

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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