At AWS, we are seeking an experienced Global Systems Integrator (GSI) lead to enable AWS growth via GSIs in our Telecommunications Industry Business Unit. In this role, you will help drive our Telco GSI engagement strategy globally, working with top GSIs and telco Communication Service Providers (CSPs) primarily in the US, Canada, and Europe. This role involves seasoned GSI engagement experience and program management responsibilities inclusive of fostering strong partnerships between AWS and GSIs, navigating telco-GSI relationships, maximizing value from GSIs, creating/distributing GSI enablement to sales teams on a global scale, and developing/delivering GSI- and account-level strategy.
Do you have experience working with GSIs and Telcos/CSPs? Do you have a passion for driving large, multi-faceted programs, evangelizing knowledge transfer, and stimulating collaboration? As GSI Strategy Lead for the Telco Sales IBU, you will work directly with the AWS Partner Organization (APO), GSIs, IBU Telco Customers, and the AWS teams who support those customers within the Telco IBU to drive AWS and GSI growth. Your responsibilities will include internal and external aspects. Internally, you will represent the Telco IBU in partnering with the AWS APO organization, learning and disseminating all relevant programs and investment mechanisms, providing and managing feedback on internal programs, and fostering improved collaboration with APO and the Telco IBU. Internally, you will also work closely with the Telco IBU business development team to recommend and collaborate on strategy to strengthen partnership with GSIs, as well as with the sales teams to provide enablement/education around available APO and GSI programs. In this role, you will be a trusted advisor to all internal stakeholders, providing recommendations on programs, strategy, collaboration, and prioritization for all things related to GSIs. Externally, you will work closely with the Telco team and leaders at top GSIs in the US, Canada, and Europe to identify, prioritize, and coordinate collaboration on specific AWS+GSI initiatives, joint go-to-market strategies, joint account planning, and large/strategic joint-proposals. The ideal candidate will have experience working for/with a large GSI implementing AWS/technology delivery specific to a Telco domain such as contact centers, intelligent networks, 5G core, OSS/BSS modernization, large migrations, etc. They/he/she should have experience delivering alongside internal team members of all levels, including at the executive level, and previous experience driving external engagements at all levels of a customer org, including at the CXO level. This individual’s performance will be measured on AWS growth through joint-GSI opportunities, which may include specific revenue targets and other KPIs.
We seek a passionate business development/strategist with a multi-disciplinary background spanning GSIs and telecom technology inclusive of traditional IT, networks, joint-go-to-market opportunities, and cloud architecture - someone able to create programs through ambiguity, ruthlessly prioritize, and act as a trusted advisor to a large sales organization as they create the overarching GSI strategy for our telco customers globally.
The ideal candidate will have:
- Experience working directly with/for a Global Systems Integrator (GSI)
- Proficiency in cloud technology sales/transformation
- Experience working with sales teams, basic understanding of sales revenue forecasts/pipelines, and use of salesforce CRM
- Experience with/an understanding of telco business challenges, revenue models, and cloud economic impacts
- Experience working cross-functionally to create and deliver programs impacting 100+ individuals
- Ability to articulate cloud concepts to senior and/or C-level stakeholders
- Proven track record achieving business goals and/or sales quotas
- Skill in problem solving, written and verbal communications, and analytics
- Skill in unifying cross-functional teams to deliver complex technology initiatives, including managing all internal stakeholders relevant to sales motions
- Experience building and maintaining industry relationships
This is a unique opportunity to play a principal role collaborating with GSIs to reshape telco technology in the cloud era. This is a high-impact, high-visibility role within one of AWS’s most strategic verticals. As the GSI Strategy Lead, you will help shape how AWS partners with the world’s largest integrators to drive digital transformation across telecommunications operators. You will have a unique opportunity to influence global strategy and create scalable partner models that deliver measurable business outcomes.
Key job responsibilities
- Work, as a representative of the sales teams and of the customers, cross-functionally across organizations within AWS and Amazon to deliver value
- Lead by example and provide org-wide contributions as a member of a broader sales leadership team, representing a set of strategic accounts
- Own regular updates to leadership around revenue performance, GSI relationships/opportunity performance, and customer opportunity strategy
- Develop and execute against comprehensive GSI/territory plans
- Support partner business reviews, alignment sessions, and executive engagements with prioritized GSI partners
- Act as the primary conduit for sharing, explaining, and applying GSI-specific programs (funding, co-sell plays) to AWS telco sales teams
- Create & articulate compelling value propositions around AWS services and GSI offerings
- Influence the sales teams to accelerate GSI and customer adoption, supporting internal enablement to scale GSI knowledge and engagement best practices across AWS telco field teams.
- Collaborate closely with internal stakeholders in APO to understand the portfolio of GSI programs and ensure the AWS Telco teams are leveraging all relevant investment mechanisms and initiatives
- Work directly with GSIs to extend reach & drive adoption. Build strategic frameworks and GTM models that map to AWS’s telecom solutions and GSI partner capabilities
- Support partner business reviews, alignment sessions, and executive engagements with prioritized GSI partners
- Orchestrate joint account planning sessions between GSIs and AWS field teams
- Define and document areas of joint engagement at specific telco accounts, ensuring committed relationship mapping and clarity on value propositions
- Identify which GSI partners are best suited to co-deliver on priority telco solutions (e.g., contact center modernization, network transformation, digital BSS).
- Establish “lean-in” partner recommendations per solution domain to accelerate value delivery for telco customers
- Ensure customer satisfaction
- Expect moderate travel
