Director, Head of Financial Services

Financial services across Australia and New Zealand is at an inflection point. Banks, insurers, wealth managers, and fintechs are rethinking how they operate — from core systems modernisation to real-time data platforms and AI-driven customer experiences. AWS is at the centre of that shift, powering the infrastructure and services these organisations are building on.

We're looking for a sales leader to build and own the go-to-market for AWS across Financial Services customers in ANZ. You'll set the strategy, build the team, and drive cloud adoption across the sector — working with some of the most complex, regulated, 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 laser focused on accelerating AWS adoption across Financial Services in Australia and New Zealand.
• Your remit covers the full breadth of the sector — major banks, regional banks, insurers, super funds, wealth managers, capital markets firms, payments companies, and fintechs.
• You’ll engage C-suite and senior technology leaders, shape large-scale cloud 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 Financial Services in ANZ: 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 (APRA, ASIC, RBNZ) and how that shapes customer decisions around cloud adoption, data sovereignty, and operational resilience.
• This is a leader-of-leaders role. 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.

FSI Sales Leadership

• 15+ years of enterprise sales and business development experience in technology, with a significant portion spent selling into financial services.
• You've built new businesses, driven adoption of cloud or AI technologies at scale, and understand what it takes to earn trust in a regulated industry.
• You know how Financial Services companies buy, onboard and unlock return on investment from technology.
• You understand procurement cycles, risk committees, and the relationship between technology decisions and regulatory obligations.
• You can have a credible conversation with any C-Suite stakeholder in a Financial Services organization about their modernisation roadmap and about total cost of ownership.

Strategic Sales Execution & Revenue Impact

• 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 environments where deals involve security reviews, compliance sign-offs, and multi-stakeholder governance.
• You don't just close deals — you build durable commercial relationships that compound over time.

Technical Acumen & Executive Engagement

• 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 architectures, data platforms, and AI capabilities well enough to connect them to business outcomes — cost reduction, speed to market, risk management, customer experience.
• Strong executive presence with experience building relationships at CEO, 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 FSI sub-sectors: banking, insurance, capital markets, wealth management, payments, or superannuation.
• Working knowledge of ANZ financial services regulation (APRA, ASIC, RBNZ, CPS 234, CPS 230).
• Existing executive relationships across ANZ financial services institutions.
• Experience selling and implementing cloud, data, or AI initiatives in regulated environments.
• Technical background in computer science, engineering, or related fields.
• Credible public speaking and media presence — comfortable representing AWS at industry forums and in trade media.
• Track record of operating in the ANZ market with an established professional network in the sector.