Job Description
This is a senior sales-leadership mandate inside AWS, built around one job: grow cloud adoption among small and medium businesses across a huge, varied footprint spanning the Middle East, North Africa, Turkey and Sub-Saharan Africa. The person in this seat does not sell deals themselves so much as build and run the machine that sells thousands of them — hiring, coaching and directing a team of sellers, setting territory and segment strategy, and deciding where AWS invests its attention across a long list of countries at very different stages of cloud maturity.
Day to day, the role is a mix of pipeline and people: reviewing forecast and win-rate data by sub-region, removing blockers for sellers working mid-market and SMB accounts, and representing the SMB segment in planning conversations with AWS’s partner, marketing and specialist teams. A large part of the job is translating a regional GTM strategy set at a higher level into territory plans that local teams can actually execute against, then holding the line on execution quality as those plans run.
It suits someone who has already run a sales team of meaningful size in enterprise tech or cloud, is comfortable operating across many markets and cultures at once, and would rather build repeatable sales motion than chase one-off wins. Deep AWS product knowledge is less important starting out than proven skill at scaling a distributed sales organization and reading a P&L.
Impact of the Job
A segment-leadership hire like this one moves the needle in a way an individual sales rep cannot: the output is measured in the cloud revenue generated by an entire SMB sales organization across dozens of markets, not a single book of accounts. Getting the territory strategy right — where to put headcount, which verticals to prioritize, how to sequence partner-led versus direct motions — directly shapes how fast AWS grows its smaller-customer base across a region that still has enormous untapped cloud demand. Because SMB customers are typically earlier in their cloud journey than enterprise accounts, this leader's decisions about enablement and messaging also influence how quickly those businesses adopt cloud infrastructure at all, which has knock-on effects for AWS's partner network, training ecosystem and long-term account base in the region. A strong hire compounds: the sellers this person develops become the next generation of regional sales leaders, so the impact of the role extends well past any single fiscal year's bookings number.
Job Seeker Benefit
Running a multi-country SMB sales organization inside AWS is one of the more senior commercial roles available in the regional tech sector, and it comes with a correspondingly broad set of skills to build. The person in this seat gets direct exposure to how a hyperscale cloud provider plans go-to-market across genuinely different markets at once — mature ones and nascent ones — which is a very different muscle from running sales in a single country. There is heavy exposure to senior stakeholders across AWS's partner, marketing and specialist organizations, plus regular interaction with regional business and government bodies that shape how fast cloud adoption moves in a given market. For someone who wants to move toward a general-manager or VP track later in their career, this role is a natural stepping stone: it combines P&L accountability, organizational design, and cross-cultural leadership in one job. It also builds a transferable playbook — how to scale a distributed sales team, how to sequence partner versus direct coverage, how to read segment health across markets — that carries into almost any senior commercial role at a global technology company afterward. Few regional roles offer this combination of scope, autonomy and visibility this early in a leadership track.
Suggested Resume Keywords
Consider including these terms in your resume for this role:
Requirements
- Several years leading B2B sales teams, ideally in cloud, SaaS or enterprise technology
- Track record running revenue targets across multiple countries or sub-regions at once
- Experience hiring, coaching and performance-managing frontline sales managers or sellers
- Comfort working with partner ecosystems and channel-led go-to-market motions
- Strong command of forecasting, pipeline reviews and segment-level GTM planning
- Bachelor’s degree required; MBA or equivalent commercial experience a plus
- Willingness to travel across the MENAT and Sub-Saharan Africa territory
Interview Questions to Prepare For
Tell me about a time you built or scaled a sales team across more than one country at once.
Looks for real org-design experience, not just managing one local team.
How do you decide where to prioritize headcount across markets at very different maturity stages?
Tests structured thinking about resource allocation and market sequencing.
Walk me through how you've used a partner ecosystem to extend sales coverage.
Checks for genuine channel/partner GTM experience versus direct-sales-only background.
Describe a forecast miss you owned and what you changed afterward.
Looks for accountability and process discipline rather than blame-shifting.
How do you coach underperforming frontline sales managers rather than just replacing them?
Reveals people-leadership depth versus a purely numbers-driven style.
What's your approach to balancing SMB-specific needs against a broader regional cloud strategy?
Tests segment fluency and strategic alignment skills.
How have you adapted a sales motion for a market with low cloud maturity versus one with high maturity?
Checks cross-market adaptability, core to this territory's spread.