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Amazon Web Services Head of FinOps GTM, Core Services Specialist Org in Seattle, Washington


Would you enjoy helping thousands of companies save millions of dollars by helping them optimize in the cloud? Do you have the ability to work across large global teams in building, coordinating, and driving how we go-to-market with our numerous FinOps offerings? Interested in helping AWS customers get more value out of their cost and usage data? In this role you will provide business and technical expertise to help grow the adoption of cost-optimized services that includes EC2 Spot Instances, Compute Savings Plans, AWS Graviton, Amazon Container Services, and more. Our team helps customers solve their Cloud Financial Management use cases so that they can migrate more workloads and realize their maximum potential ROI. As leader of this team, you will have the opportunity to help shape the future of the cloud adoption at AWS. You will work directly with the most interesting and creative customers - leaders in their respective fields - Earning Trust to understand their requirements and turn them into reality. You will also demonstrate Customer Obsession, representing the voice of the customer as you work with product teams to evolve AWS products. You and your colleagues will be pattern-matchers, finding signals across the customer solutions that you help make possible, to inform our next generation of service offerings.

Candidates for this role will have a passion for solving business challenges through cloud technology. As Head of FinOps GTM (go-to-market), you will be one of the team of recognized experts in AWS CFM solutions and best-practices, responsible for influencing company strategy by working directly with customers and helping coordinate our FinOps/CFM efforts across AWS. Your expertise in cloud-native applications, cloud costs, and FinOps will help customers understand how to make their businesses more efficient using the Cloud Intelligence Dashboards and other Cloud Financial Management (CFM) solutions provided by AWS. You will partner with other Go-To-Market leaders to understand customer and partner requirements. You will use your technical expertise to help oversee the development of sales programs, and identify new workloads, market segments, and opportunities that can be served by the Cloud Intelligence Dashboards and other CFM solutions and best-practices. Thought leadership in terms of looking beyond the technology and considering the value technology creates for our customers, and helping to change how technology is viewed, are important aspects of the role. You will need to be adept at interacting, communicating, and partnering with other teams within AWS such as product/services teams, field solutions architecture, sales, marketing, business development, and professional services, in order to deliver results.

Inclusive Team Culture

Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

Work/Life Balance

Our team puts a high value on work-life balance. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfillment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.

Mentorship & Career Growth

Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. Our senior members enjoy one-on-one mentoring and thorough, but kind, code reviews. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded engineer and enable them to take on more complex tasks in the future.

Key job responsibilities

As a leader of the FinOps GTM and Customer Cloud Intelligence business development team, ensure customers are successful in using the Cloud Intelligence Dashboards, and other sources of CFM data, to adopt best-practices in cost optimization and cloud governance.

• Bring together and share knowledge with the broader AWS CFM and FinOps communities, helping us prioritize what we need to build next.

• Work together with other CFM, FinOps, Sales, Service, and GTM Leaders to coordinate how we go-to-market, working backwards from our customers’ needs.

• Exhibit thought leadership, and evangelize AWS Services and solutions that benefit customers. Share best practices through forums such as AWS blogs, whitepapers, reference architectures and public speaking events such as AWS Summit and AWS re:Invent. Build deep relationships with senior technical individuals within customers to enable them to be cloud advocates

• Act as a technical liaison between customers, product/service engineering teams and support.

• Help build deep relationships with builders and decision makers within customer accounts to enable them to be “cloud advocates.”

• Strategize and help create mechanisms for us to scale what we do to as many customers as possible.

A day in the life

Customers continually ask us for better and more complete access to their cost and usage data. The tools, processes, and mechanisms we build and scale will help customers get better value out of AWS. You – and the team you manage –will demo our dashboards to customers, help them onboard the framework, and support them as they extend and customize the solution for their needs. You will strategize ways we can be more impactful with our solutions and deliver enablement material that scales our knowledge. You will work backwards from customers and drive coordination amongst all AWS teams involved with cost optimization efforts. You will collaborate with our builders so we can innovate fast.

About the team

Our team Delivers Results for our customers and takes Ownership over what we deliver. We strive to help any and all AWS customers optimize their spend and usage and become well-architected. We enjoy being technical and contributing to the framework/solution but remain focused on how we can grow our open-source project into a business. We work smart - always striving towards better scale so we can impact as many customers as possible.


5-10 years technical sales experience in B2B environments, in a solution-sales / technology-related environment, as a technical account manager, or as a product/solutions manager for solutions built in the cloud. Must have some experience or familiarity with managing cloud usage or how cloud providers bill/report on costs.


Experience communicating complex technology to non-technical customers. Experience with cloud financial management, FinOps, or cloud cost optimization either as a customer of a cloud provider (such as AWS) or prior positions at cloud providers. Familiarity with AWS's services, specifically how we meter and bill customers. Experience with products or solutions that visualize or make use of large amounts of data (big data). Familiarity with business intelligence, procurement, or data analysis. Strong bias for action to build/create things that scale that you will then take long-term ownership of. Familiarity with CloudFormation or other cloud solutions deployment methodology a plus. Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $154,900/year in our lowest geographic market up to $288,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit Applicants should apply via our internal or external career site.