The Demand Generation (DG) team focuses on identifying and acquiring new customers, accelerating the growth of existing customers, building and progressing high-quality pipeline toward customer outcomes, and developing a talent flywheel that contributes to scaling diverse early career professionals across the AWS Global Sales organisation.
As a Demand Generation leader, you will lead a team of Demand Generation Representatives (DGRs) in identifying, engaging, and acquiring new customers through various prospecting motions in partnership with a complex, cross-functional team of sales leaders, marketing professionals, technical specialists, and Partners. You will exercise ownership in support of strategic efforts to accelerate customer adoption of AWS services, penetrate new markets and verticals, while educating and building trust with internal stakeholders such as field and inside sellers and executive leaders to deliver results for the business. This role is a core part of the AWS Frontline Sales Management (FLM) community, contributing directly to the field sales leadership ecosystem where you will provide in-depth sales coaching and mentoring to your team of early career professionals to help them exceed quarterly KPIs and goals, build sales acumen and leadership skills, and ultimately guide them in their career growth within the AWS Global Sales organisation. You will shape how your team engages customers across the sales cycle, coaching team members to take ownership of customer outcomes rather than activity alone.
Key job responsibilities
Lead, coach, and develop a team of Demand Generation Representatives responsible for identifying and acquiring new customers through effective outbound and inbound prospecting, scheduling customer meetings, and generating qualified opportunities for Field Sales progression.
Manage team to performance KPIs and goals including outbound calls, meetings scheduled, opportunity creation ($ and # warm-hand off and closed-won), and marketing lead (MQL) follow-up.
Be the trusted advisor and voice of Demand Generation within the FLM sales leadership team, engaging regional/segment sales leaders and cross-functional teams through monthly business reviews, QBRs, and cross-functional roundtables.
Identify internal and external challenges and build scalable mechanisms that drive solutions and impact for your immediate team as well as your extended stakeholder organisation.
Partner with Marketing, Partner Sales, Solution Architects, FLM peers, and Operations teams to align demand generation efforts with broader business objectives and drive customer outcomes end-to-end.
Attract, hire, onboard, and retain top talent. Build a strong talent bench through deliberate succession planning, internal development pathways, and proactive pipelining of future candidates to ensure team continuity and readiness for growth.
Leverage AI-powered tooling to drive team efficiency, enabling reps to focus on high-propensity customer engagement over manual administrative tasks.
About the team
The Demand Generation team sits within the Cloud Sales Center (CSC) and operates as the tip-of-the-spear for AWS customer acquisition and growth. DGRs perform customer outreach through calls, emails, and messages to generate qualified opportunities which are handed off to Cloud Sales Reps (CSRs) and Account Managers (AMs) to nurture and progress to revenue. The function develops early-career sales talent through a structured graduate and intern program, with clear progression paths to Senior DGR, CSR, and Account Manager roles.
DG Managers are frontline sales Managers (FLMs) responsible for team performance, talent development, stakeholder engagement, and operational excellence. They work closely with APJ and Area Leadership to implement regional strategy, drive operational planning initiatives, and build mechanisms that scale across the organisation. As part of the broader FLM sales team, DG Managers participate in shared leadership development, cross-functional sales cadences, and contribute to the collective field sales strategy.
- 7+ years of technology related sales, business development or equivalent experience
- Experience meeting revenue targets and quotas
- Experience with CRM tools such as Salesforce, and web-based meeting applications
- Experience hiring and growing top talent
- Experience with analytical tools and ability to dive deep into metrics and reporting
- 3+ years of people management experience; managing teams of 5 or more
- Experience in B2B Cloud, SaaS, or enterprise technology sales environments
- Experience leading teams through sales cycle progression beyond initial qualification, including opportunity advancement and customer conversion
- Experience developing and executing multi-modal, targeted prospecting campaigns
- Familiarity with marketing-to-sales lead flow processes (MQL to SQL, SQL to SQO)
- Experience with sales engagement tools (e.g., Boost, Outreach) and prospecting platforms (e.g., LinkedIn Sales Navigator)
- Experience with opportunity qualification frameworks (e.g., BANT, MEDDPICC)
- Familiarity with AI/ML-powered sales tools, signal-based prospecting, or agentic workflow platforms
- Track record of developing talent pipelines and progressing individual contributors into expanded sales roles
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
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