Responsibilities
- Serve as the primary regional contact for AWS field teams and route AWS-originated opportunities into the sales pipeline.
- Manage the AWS-driven sales pipeline and drive EMEA cloud consumption growth, targeting $297.86M in FY27 with a 60% year-over-year increase.
- Build and lead a regional network of AWS-specialized technical staff across EMEA countries including UKI, France, Spain, Italy, Benelux, Nordics, MEA, and Germany.
- Implement expanded technical enablement initiatives and coordinate joint operational rhythms with AWS's technical field community.
- Maintain a continuous training program to generate future pipeline, aiming to train over 300 AWS technical staff in EMEA by FY26.
- Enable 50+ joint technical architects to achieve AWS SA-Associate certification at no net cost using shared training channels.
- Host technical workshops, Lakehouse Days, and regional events to drive awareness and adoption from early stages to generative AI use cases.
- Keep the AWS Field Engineering Playbook updated and aligned with evolving technical and go-to-market needs.
- Lead development and maintenance of joint technical assets including reference designs and automation tools for faster deployment.
- Provide technical leadership in complex, multi-cloud customer environments where architectural choices significantly impact revenue.
- Conduct quarterly business reviews with senior AWS regional leaders at the business unit level and above.
- Represent the region as a technical speaker and thought leader at major AWS events including Summits, DAIS, and Re:Invent.
Work Arrangement
Hybrid — EMEA
What the role owns
- AWS-sourced pipeline & EMEA AWS consumption growth — act as the single EMEA-wide SPOC for the AWS field. Channel AWS-sourced opportunities into Databricks (FY26: 150+ opportunities, ~$60M ARR pipeline, ~$10M realised, 35 net-new greenfield accounts) and carry the FY27 plan-of-record of +60% YoY growth / $297.86M target.
- The EMEA AWS SME community — convene and grow the cross-EMEA group of AWS-deep SAs/SSAs/PSAs (~15–20 members across UKI, France, Spain, Italy, Benelux, Nordics, MEA, Germany). Land the ASQ-scope expansion (SWAT pattern) and run the joint operating cadence with the Databricks TFC at AWS. This is the mechanism that scales the role from single-person execution to field-distributed delivery.
- Partner enablement at scale — sustain the training engine that feeds pipeline 2–3 quarters out (300+ AWS Solutions Architects trained in EMEA in FY26; 50+ Databricks xSAs to AWS SA-Associate at zero net cost via the AWS Partner Training ↔ Databricks L&E channel; 0-to-GenAI workshops, Lakehouse Days, regional meetups). Maintain the AWS Field Engineering Playbook.
- Joint product contribution & reference architectures — own the assets that lower time-to-first-DBU and unblock deployments: AWS Marketplace QuickLaunch ("Moonwalk+"), Agent Bricks ↔ Amazon Bedrock automation, the CloudFormation networking package, the AWS data-exfiltration-protection (DEP) architecture, the remote-S3 strict-residency pattern, and the EMEA cloud-consumption dashboard.
- Strategic-account unblock & multicloud arbitration — lead technical arbitration in EMEA's dense multicloud accounts (BP, EasyJet, Klarna, ABSA, ADIA, Mercedes-Benz, BNP Paribas and others), where a single architectural decision can swing $1M+ ARR.
- Executive alignment & external brand — run QBRs with named AWS regional leaders at BU+1, and be the EMEA technical voice at AWS Summits, DAIS, and Re:Invent EMEA.
