Principal GTM Specialist
Amazon
Principal GTM Specialist
Amazon
Sells products online and rents cloud computing
Amazon Advertising sits at the intersection of advertising and eCommerce. With millions of customers visiting every day to find, discover, and buy products, we believe advertising — done well — enhances the customer experience, improves brand equity, and drives real returns for our partners. It's also one of the fastest-growing businesses within Amazon, and China is a key market.
We're looking for a seasoned GTM leader with 5+ years of experience driving go-to-market strategy in the advertising industry. As our Sr. GTM Specialist, you'll bring deep expertise in AdTech commercialization and a proven track record of translating complex ad products into market-winning strategies. You'll serve as the critical bridge between Product and Sales — shaping how Chinese advertisers discover, adopt, and scale their businesses on Amazon's ad platform. This isn't just about launching products; it's about architecting sustainable growth through sharp positioning, commercial rigor, and deep understanding of local market dynamics.
Key job responsibilities
- Own the go-to-market playbook for ad products in China — from launch planning to driving sustained advertiser adoption and revenue.
- Build sales strategies that work — create positioning, competitive battle cards, and sales plays that help the field team win deals faster.
- Be the voice of the market — gather frontline feedback from advertisers and sales teams, then turn it into clear recommendations that influence the product roadmap.
- Lead cross-team execution — coordinate across Product, Sales, Marketing, and Services to ensure nothing falls through the cracks at launch.
- Track what matters — define adoption KPIs, build dashboards, and lead business reviews with leadership using data-driven insights.
- Shape the long-term vision — author strategic planning docs (3-year vision, PR/FAQs) that align leadership on where we're going and why.
- Enable sales at scale — train field teams on new capabilities and partner with Marketing on localized messaging for Chinese advertisers.
About the team
The Sales Go-To-Market (SGTM) organization bridges our product teams and the field sales teams who bring ad solutions to market. Sitting at this unique intersection within Amazon Ads, SGTM drives GTM strategy and organizational change that deliver clear customer benefits. In this role, you will own the China (CN) Ads GTM — spanning Sales Strategy, Demand Generation, new product launches, seller and advertiser education, and Closed Loop Feedback between product and sales to keep us connected to what advertisers and the industry need most.
- 7+ years of developing, negotiating and executing business agreements experience
- 7+ years of professional or military experience
- 7+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
- 7+ years of working with Business Application Technologies, including, but not limited to End User Compute (EUC), Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and/or Communication Developer Services experience
- 7+ years of solving problems with technology in the Healthcare/Life Sciences Industry experience
- 7+ years of solving problems with technology in the Media & Entertainment Industry experience
- 7+ years of solving problems with technology in the Global Financial Services Industry experience
- 7+ years of solving problems with technology in the Telecommunications industry experience
- 7+ years of solving problems with technology in the Automotive & Manufacturing industries experience
- 7+ years of solving problems with technology in the Energy & Utilities industries experience
- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 7+ years of working with Advanced Compute technologies including, but not limited to: Accelerated Compute, High Performance Compute, Visual/Spatial Compute, and/or IoT. experience
- 7+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
- 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
- Experience selling to Fortune 1000 or Global 2000 organizations
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
Amazon runs the largest online store in the United States and rents cloud computing to businesses and governments through Amazon Web Services. AWS pioneered renting computing power over the internet, and Amazon built its own delivery network to get orders to customers quickly. Shoppers buy from Amazon and from independent sellers on its store, and Prime members pay a subscription for fast free shipping, streaming video and music, and other perks. AWS rents out computing power, storage, databases, and AI tools so companies can run software without owning servers, and Amazon also makes Kindle e-readers and Echo speakers with the Alexa assistant. Jeff Bezos founded Amazon in 1994, and it is based in Seattle, Washington.
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