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.

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.

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