AWS is seeking a Senior Manager, Global Technical Sales to lead a team of enterprise sales professionals supporting our most strategic automotive OEM customers headquartered in Japan. In this role, you will manage and develop a team of Senior Account Managers and Global Account Managers responsible for driving revenue growth, cloud adoption, and AI transformation across Japan's iconic automotive manufacturers.

You will set the sales strategy for your segment, coach your team through complex deal cycles, and personally engage at the CXO level to unlock transformational business outcomes. You will bring deep domain knowledge in the automotive OEM landscape and the ability to navigate Japanese business culture at the most senior levels, requiring native-level fluency in Japanese and professional fluency in English.

Key job responsibilities
•Sales Leadership: Directly manage, coach, and develop a team of quota-carrying Account Managers and Global Account Managers focused on Japanese automotive OEMs.
•Revenue Ownership: Own the aggregate revenue target for the automotive OEM segment in Japan/APJ. Drive pipeline generation, deal progression, and forecast accuracy across your team.
•Sales Strategy: Define and execute the go-to-market strategy for AWS within Japan's automotive OEMs, aligning with global account plans and the broader AWS Industries direction.
•Executive Engagement: Build trusted advisor relationships with CXOs, CTOs, Chief Digital Officers, and business leaders at Japan's leading automotive manufacturers — conducting engagements in Japanese at the executive level.
•AI & Cloud Adoption: Champion AI transformation with OEM customers, articulating how AWS technologies address use cases including software-defined vehicles (SDV), ADAS, connected car, autonomous driving, smart manufacturing, digital twins, and Industry 4.0.
•Cross-Regional Coordination: Partner with counterparts in North America and EMEA to ensure seamless customer coverage for Japanese OEMs with worldwide operations. Coordinate global account strategies and joint engagement plans.
•Deal Leadership: Personally engage on large, complex opportunities. Shape deals to meet customer needs, ensure optimal resourcing and product mix, and resolve escalations.
•Talent Development: Recruit, hire, onboard, and retain top sales talent. Raise the bar through coaching, performance management, and career development.
•Orchestration: Leverage extended resources, Solutions Architects, Specialist Sales, Professional Services, Partners, Marketing, and Support to deliver holistic customer outcomes. You orchestrate these teams but do not directly manage them.
•Customer Advocacy: Represent the voice of the customer back to AWS service teams via product feature requests (PFRs) and executive sponsorship requests.
•Mechanisms & Scale: Build repeatable sales plays, executive engagement frameworks, and pipeline management mechanisms that scale across the team.

Basic qualifications

• 10+ years of enterprise technology sales experience, including direct quota-carrying roles
• 5+ years of front-line sales management experience leading quota-carrying account managers or sales executives
• Proven track record of exceeding revenue targets in a complex, multi-stakeholder enterprise environment
• Business-level fluency in Japanese (native or JLPT N1+) required for executive customer engagement
• Professional fluency in English (CEFR C1 or equivalent) required for cross-regional collaboration, internal leadership forums, and global account coordination
• Experience building and influencing relationships at the C-level of large enterprise customers
• Experience creating long-term transformational account strategies to drive enterprise-wide technology adoption at multinational automotive OEMs

Preferred qualifications

• BA/BS in Engineering, Business, or Computer Science, and/or MBA
• Deep domain knowledge in the automotive OEM industry including trends such as SDV, electrification, ADAS, connected car, and smart manufacturing in the Japanese market
• Direct experience selling into Japanese automotive OEMs
• Understanding of how AI/cloud is transforming OEM operations from R&D and manufacturing to supply chain and customer experience
• Experience managing global account teams across multiple geographies with proven cross-regional collaboration
• Track record of large, complex deal negotiations, including enterprise agreements and multi-year commitments
• Strong business acumen with the ability to translate cloud/AI capabilities into business value for automotive executives

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