Strategic GTM Specialist, APJC Strategic GTM
Would you like to join one of the most ambitious growth programs within AWS and have a direct impact on driving non-linear revenue acceleration across APJC? We are looking for a Strategic GTM Specialist based in Tokyo to develop and execute go-to-market strategies across three priority growth initiatives for our AWS Japan business: Semiconductors, Physical AI, and Sovereign Cloud & AI.
As a Strategic GTM Specialist, you will work at the intersection of strategy and execution — orchestrating cross-functional collaboration between initiative working groups, field sales teams, specialist Business Development (BD) teams, partners, Solution Architects (SAs), Public Policy, and Marketing to progress strategic customer opportunities through the sales cycle. You will be responsible for identifying and qualifying high-value deals, developing business cases for investment, supporting executive customer engagements, and reporting progress to APJC executive leadership.
Key job responsibilities
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred 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
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
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.
About the team
Amazon は男女雇用機会均等法を順守しています。人種、 出身国、性別、性的指向、障がい、年齢、その他の属性によって差別することなく、平等に採用選考の機会を提供しています。障がいをお持ちの方は、以下をご覧ください。
https://www.amazon.jobs/en/disability/jp/
As a Strategic GTM Specialist, you will work at the intersection of strategy and execution — orchestrating cross-functional collaboration between initiative working groups, field sales teams, specialist Business Development (BD) teams, partners, Solution Architects (SAs), Public Policy, and Marketing to progress strategic customer opportunities through the sales cycle. You will be responsible for identifying and qualifying high-value deals, developing business cases for investment, supporting executive customer engagements, and reporting progress to APJC executive leadership.
Key job responsibilities
- Drive strategic GTM execution across three priority growth initiatives (Semiconductors, Physical AI, Sovereign Cloud & AI) in Japan.
- Work with account teams to identify, qualify, and progress high-value opportunities through the sales cycle as part of the opportunity team.
- Support executive customer and partner engagements, including Executive Briefing Centers (EBCs), executive connects, and strategic workshops.
- Develop investment proposals and business cases when initiative teams require additional resourcing and support.
- Coordinate with field sales, specialist BD, partners, SAs, Public Policy, and Marketing to ensure aligned execution.
- Produce regular progress updates for APJC executive leadership on initiative performance.
- Identify and aggregate demand signals from lighthouse customers to inform service and infrastructure roadmaps.
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred 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
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
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.
About the team
Amazon は男女雇用機会均等法を順守しています。人種、 出身国、性別、性的指向、障がい、年齢、その他の属性によって差別することなく、平等に採用選考の機会を提供しています。障がいをお持ちの方は、以下をご覧ください。
https://www.amazon.jobs/en/disability/jp/
Basic Qualifications
- 6+ years of relevant experience in business development, strategic partnerships, or GTM roles at a global technology company.
- Experience in semiconductors, HPC, robotics, autonomous systems, or cloud infrastructure domains.
- Deep understanding of Japanese enterprise technology landscape.
- Proven track record of managing complex, cross-functional programs with multiple senior stakeholders.
- Strong executive communication skills with ability to present to and influence C-level leaders.
- Native-level fluency in Japanese, and business-level proficiency in English.
Preferred Qualifications
- 10+ years of experience in enterprise technology business development in Japan.
- Direct experience with semiconductor manufacturing, foundry customers, or HPC workloads.
- Experience with Physical AI use cases: robotics, autonomous vehicles, digital twins, industrial simulation.
- Working knowledge of AWS services, particularly compute, HPC, and Internet of Things (IoT)/edge offerings.
- MBA or technical background (Computer Science, Electrical Engineering, Mechanical Engineering) desired.
- Existing relationships with key semiconductor and robotics players in Japan.