Head of SMB - UKI, EMEA SMB

We are seeking an exceptional leader to drive AWS's Small and Medium Business (SMB) segment across the United Kingdom and Ireland. This pivotal role will lead a high-performing team of Field Sellers to accelerate cloud adoption among SMB customers in one of AWS's most strategic markets. The SMB UKI Leader will be responsible for developing and executing go-to-market strategies, building partner ecosystems, and delivering revenue growth while fostering a culture of innovation and customer obsession. This role reports to the EMEA SMB Segment Leader and is a key member of the EMEA SMB Leadership Team.

As a senior sales manager and leader of SMB sales organization you'll be responsible for exceeding revenue objectives, key performance goals, and developing your team. You’ll lead, collaborate, and inspire a group of account managers while being responsible for revenue and market share growth with both new and existing AWS customers.


Key job responsibilities
Strategic Leadership & Execution:

- Develop and execute comprehensive SMB growth strategies for the UKI market
- Drive revenue growth and customer acquisition targets through data-driven decision making and innovative go-to-market approaches
- Build and lead a high-performing team of CSRs and Field Sellers, fostering a culture of ownership, innovation, and customer obsession
- Establish clear performance metrics and accountability frameworks to track team and business performance

Partner Ecosystem Development

- Build and scale a partner-led SMB business model in alignment with EMEA's 2028 partner strategy
- Develop strategic relationships with key partners, including ISVs, SIs, and resellers to expand market reach
- Leverage AWS Partner Network to accelerate customer adoption and solution delivery

Customer Success & Growth

- Champion customer obsession by ensuring exceptional customer experiences throughout the cloud journey
- Drive adoption of AWS services, with particular focus on emerging technologies including GenAI, data analytics, and migration solutions
- Implement scalable customer engagement models that balance high-touch and digital-led approaches
- Develop customer success metrics and ensure continuous improvement in customer satisfaction and retention

Team Development & Culture
- Recruit, develop, and retain top talent
- Foster a culture of continuous learning, experimentation, and innovation
- Provide coaching, mentorship, and career development opportunities for team members

Cross-Functional Collaboration
- Partner closely with EMEA SMB Leadership Team peers to share best practices and drive segment-wide initiatives
- Collaborate with Marketing, Partner, Product, and Solutions Architecture teams to optimize customer outcomes
- Represent UKI SMB interests in regional and global forums, contributing to strategic planning and resource allocation
- Drive alignment with broader AWS UKI leadership on segment priorities and initiatives

Market Intelligence & Innovation
- Maintain deep understanding of UKI market dynamics, competitive landscape, and customer needs
- Identify emerging trends and opportunities in the SMB segment, particularly around AI, digital transformation, and industry-specific solutions
- Drive innovation in sales plays, engagement models, and customer success programs
- Leverage data and analytics to inform strategy and optimize business performance

Operational Excellence
- Establish efficient operational processes and systems to support team productivity and customer engagement
- Manage budget and resource allocation to maximize return on investment
- Ensure compliance with AWS policies, procedures, and governance requirements
- Drive continuous improvement in sales effectiveness, customer engagement, and operational efficiency


About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.