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 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: - 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. 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.