Head of Telco - Australia

The Head of Telco role sits within the Telco, Media, Entertainment, Gaming and Sports segment (TMEGS). Telecommunications is being reshaped by converging forces: 5G monetisation, network automation, customer experience, evolving regulatory requirements, and the race to embed AI into everything from product development to network operations.

AWS powers critical infrastructure, services, and AI capabilities for the region's largest telcos. The opportunity to deepen those relationships and help these organisations modernise at pace has never been greater.

We're looking for a sales leader to build and own the go-to-market for AWS across Telecommunications customers in Australia. You'll set the strategy, lead the team, and drive cloud and AI adoption across the sector, working with some of the most complex, regulated, infrastructure-intensive, and commercially significant organisations in the region. This is a leadership role with real scope to shape how AWS shows up in one of our most important industry verticals.

• Key job responsibilities
• You'll lead a team of enterprise sales professionals focused on accelerating AWS adoption across Telecommunications in Australia.
• Your remit covers the full breadth of the sector: tier-1 carriers, mobile and fixed-line operators, wholesale network providers, tower companies, and adjacent infrastructure businesses. You'll engage C-suite and senior technology leaders, shape large-scale cloud, network modernisation, and AI programs, and work alongside our broader AWS account teams who manage the day-to-day customer relationships.
• You'll define the go-to-market strategy for Telecommunications: where we invest, how we position, which use cases we lead with, and how we build pipeline. You'll need to understand the regulatory landscape (ACMA, the Telecommunications Act, critical infrastructure obligations) and how that shapes customer decisions around cloud adoption, AI usage, network architecture, and operational resilience.
• You'll hire and develop senior sales talent, create an operating rhythm that drives accountability, and build a culture where your team is genuinely excited to come to work and solve hard problems for customers.

Basic qualifications

• - 15+ years of enterprise sales and business development experience in technology, with a significant portion spent selling into telecommunications. You've built new businesses, driven adoption of cloud or AI technologies at scale, and understand what it takes to earn trust with carriers and network operators.
• - You know how telcos buy, build, and operationalise technology. You understand network investment cycles, vendor consolidation dynamics, and the relationship between technology decisions and regulatory obligations. You can have a credible conversation with any C-suite stakeholder in a telecommunications organisation about their network modernisation roadmap, resilience posture, Customer Experience, AI strategy, and total cost of ownership.
• - Proven track record of managing complex, multi-year customer relationships and building high-performing sales organisations. You've exceeded revenue targets not by accident, but through a clear strategy, disciplined execution, and the ability to mobilise cross-functional teams around customer outcomes.
• - Experience navigating regulated, infrastructure-critical environments where deals involve security reviews, network architecture approvals, partner dynamics, and multi-stakeholder governance. You don't just close deals, you build durable commercial relationships that compound over time.
• - Ability to articulate the business value of cloud and AI to both technology and business leaders. You don't need to write code, but you need to understand network architectures, data platforms, edge computing, and AI capabilities well enough to connect them to business outcomes: cost reduction, network automation, speed to market, customer experience, and operational resilience.
• - Strong executive presence with experience building relationships at CEO, CTO, CIO, and board level. Comfortable presenting at industry events, engaging media, and representing AWS as a credible voice in the market.

Preferred qualifications

• - Deep experience in one or more telco domains: mobile networks, fixed-line/fibre, wholesale/infrastructure, tower operations, or telco-adjacent digital services (IoT, media, unified communications)
• - Working knowledge of telecommunications regulation (ACMA, Telecommunications Act 1997, critical infrastructure obligations, carrier licence conditions)
• - Existing executive relationships across telecommunications operators
• - Experience selling and implementing cloud, network modernisation, or AI initiatives in carrier-grade environments
• - Understanding of telco-specific architectures: 5G core, OSS/BSS, network function virtualisation, edge compute, and autonomous network concepts
• - Technical background in computer science, engineering, telecommunications, or related fields
• - Credible public speaking and media presence, comfortable representing AWS at industry forums (e.g. Comms Day, MWC) and in trade media
• - Track record of operating in the Australia market with an established professional network in the sector

• Acknowledgement of country:
• In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

• IDE statement:
• Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

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