AWS Industry Operating Model Leader, AWSI Strategy & Operations

Description 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.

AWS Industries (AWSI) is the industry-specialist go-to-market organization within AWS, responsible for accelerating industry penetration across seven industry verticals and Strategic Accounts. Every customer we serve is trying to solve problems that are fundamentally industry-specific. They are not just looking for a cloud vendor; they want a partner who helps them see where cloud and AI can drive efficiency and growth in their specific business context. The Industry Operating Model is how we deliver on that promise at scale.

Within AWSI Strategy & Operations (S&O), the Industry Operating Model (IoM) Leader is responsible for owning the design, execution, and continuous improvement of the strategic framework that determines how AWSI goes to market with industry relevance at scale.

About The Role This role represents an investment in AWS’s holistic industry strategy and a recognition of how important it is to have dedicated, senior leadership focused on advancing this work from within AWSI, where the organization has the remit and proximity to develop, evolve, and refine the model. The leader will build upon foundational work already underway, bringing strategic leadership to accelerate our progress, deepen cross-org partnerships, and drive the operating model to a level of maturity and impact commensurate with AWSI’s growth ambitions.

The IoM Leader drives cross-functional execution across AWSI IBUs, AGS, WWSO, Marketing, Finance, Partner teams, and other support functions (e.g., ProServe, Support, T&C), as well as coordination internal to SMGS Ops teams inclusive of enablement, tooling, and analytics. The role requires equal parts strategic thinking and hands-on execution: diagnosing root causes, aligning stakeholders, and moving a highly-matrixed organization toward a unified operating vision.

The ideal candidate has built operating models or go-to-market systems in complex, matrixed organizations, and can demonstrate measurable business outcomes from that work.

Key job responsibilities

Our north star in AWSI is to drive the AWS industry mission at scale. That means cultivating deep industry expertise through transformational work with AWSI’s lighthouse direct accounts, then creating strategies to deploy that expertise to the thousands of accounts in AGS who need the same guidance. The playbooks, solutions, partner maps, and best practices we develop with our direct accounts become the engine that enables every industry-aligned seller in AWS to show up with credibility and a point of view. For customers, AWS arrives as a growth partner with meaningful industry depth. For AWS, we have a system that uses consistent and effective mechanisms to export expertise from AWSI to the broader field in AGS, so the value we create with our directly managed customers compounds across thousands more.

This leader will be responsible for ideating, developing, and maintaining the mechanisms that drive this mission. Known dimensions today include cross-BU coordination and governance, solutions and offerings clarity, partner and ISV ecosystem mapping, seller enablement, and data infrastructure and measurement. There are likely additional dimensions the leader will uncover and address as the model matures. Progress across these areas must be driven in parallel, and each reinforces the others.

In the near term, the leader will partner with analytics teams and Finance to stand up measurement frameworks that measure all-up AWS performance across AWSI-driven industries. Alongside IBU teams, they will review, rationalize, and clarify the solutions portfolio so there is shared understanding of what is ready for broad field adoption, where continued investment is needed, and where SI delivery partners or ISV software are required to complete the customer solution. They will also work with the IBUs to establish mechanisms to foster knowledge sharing, community, and aligned north stars across the industry-aligned seller population. IBU business reviews will be standardized so they reflect the health of each industry as a whole, not only direct-managed AWSI accounts….