AmazonPosted 3mo ago

Principal Customer Solutions Manager, Global Financial Services (GFS), AWS

Principal Customer Solutions Manager, Global Financial Services (GFS), AWS at Amazon scores 64 out of 100 on AI centrality, which makes it AI Level 3 of 4 (Works on AI) on this board. The level measures how much of the work is AI, not seniority.

JP, 13, Tokyoleadfull-time

AI in this role

AWS Global Financial Services is hiring a Principal Customer Solutions Manager to lead our cloud partnership with two of Japan's largest financial institutions: a global megabank with $3T+ in assets and operations across 50+ countries, and a leading securities and investment banking firm with significant capital markets presence across APAC, EMEA, and the Americas.

As a Principal CSM, you own the transformation strategy end-to-end: from establishing vision with C-suite executives, through programmed execution across multiple business units and geographies, to delivering quantifiable outcomes in revenue, adoption, and workload migration. You are the senior technical advisor these institutions rely on to navigate cloud adoption at scale, including AI/ML, Generative AI, data modernization, core banking, and payments.

This role requires someone who can operate autonomously with Japan's most senior banking executives, bring programmatic rigor to complex multi-stakeholder environments, and deliver results across cultural and regulatory boundaries that most people find impenetrable.

Key job responsibilities
- Own executive relationships (CxO, Group CTO/CIO, BU heads) at assigned customers, establish trust, align on strategic outcomes, and drive decisions that unlock enterprise-wide AWS adoption
- Define and execute the cloud transformation strategy for each customer, including migration targets, modernization priorities, AI/ML adoption roadmap, and new solution development, with clear milestones and measurable KPIs
- Lead cross-functional programs spanning multiple geographies, business units, and regulatory regimes, coordinating AWS account teams (GAM, SA, TAM, ProServe) and customer stakeholders to maintain velocity
- Drive AI/ML and Generative AI adoption: identifying use cases, facilitating working-backwards sessions, and accelerating proof-of-concept to production deployment
- Install governance structures and Cloud Business Office capabilities that make the customer self-sustaining, not dependent on AWS hand-holding
- Act as voice of customer into AWS product, engineering, and leadership: unblock roadmap gaps, secure executive sponsorship for customer-critical features, and close the feedback loop
- Mentor CSMs across the region, raising the bar for executive engagement, technical depth, and strategic thinking through direct coaching and community contribution
- Track and report transformation outcomes (migration velocity, service adoption breadth, revenue growth, workload count) to customer executives and AWS leadership

A day in the life
Lead working-backwards sessions with megabank executives to define Generative AI roadmaps. Review migration velocity metrics with a securities firm's Cloud CoE: identify blockers, escalate gaps. Facilitate QBRs with Group CIOs presenting cloud value realization. Coach CSMs on executive stakeholder management. Join GFS EMEA-APJ leadership syncs to share Japan market insights. You operate across Tokyo, London, and US time zones, balancing deep customer work with team leadership.

About the team
The AWS Industries (AWSI) team is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers in their cloud journeys and work backwards from their industry-specific needs to transform their businesses and industries. Our team focuses on business outcomes and industry use cases on behalf of our customers, whether that is how we build products and solutions, how we sell, how we deliver, or how we partner.

GFS Japan sits within the broader GFS EMEA-APJ organization. The team partners with Japan's leading banks and capital markets firms to drive cloud transformation at enterprise scale. You'll work alongside a senior GAM leader, a dedicated SA team, TAMs, and Professional Services consultants. The culture is high-trust, high-autonomy: we hire people who operate with conviction and don't need permission to do the right thing for the customer.

Basic qualifications

- 10+ years of IT consulting/management with IT Transformation in customer-facing roles experience
- Experience engaging and influencing C-level executives, both business and technical
- 3+ years of program or engagement management work leading other project managers to deliver a program with multiple and concurrent projects experience
- Experience with AWS, Azure, or Google Cloud technology
- Japanese fluency and Business level English.

Preferred qualifications

- AWS certification, such as, AWS Solutions Architect, or a similar cloud certification
- Experience consulting with senior leadership and executives in a fast-paced environment
- Knowledge of Software DevOps and Cloud Operating Models
- Experience working with Japanese financial institutions with understanding of Japanese regulatory landscape and business culture
- Japanese language proficiency (business level or above)
- Experience deploying Generative AI or large language models in production environments within regulated industries

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.