Matthew Gullo

Activist
DISC Type : Cd

Head of Business Transformation & Value Advisory at Amazon Web Services (AWS)

San Francisco, California, United States

Overview

Matthew Gullo is a GTM Strategy Executive at Amazon Web Services, leading Business Transformation & Value Advisory across North America. He specializes in revenue acceleration, organizational design, and AI-enabled transformation.

He earned an M. A. from Duke University and a B. A. from Roger Williams University. He holds certifications in AWS Generative AI and AWS Cloud Practitioner.

People often call him exceptional and strategic. He built competency plans for value advisors and scaled seller enablement to 4, 000+ users.

Personality Overview

Value Conscious

Logical And Quick

Observative

They respond well to confident salespeople.  They can be nudged to make faster decisions by offering what they value. They don’t always try to control the conversation but neither do they like yielding it fully.

Topics They Care About

AI-Enabled Transformation
He frequently posts about the intersection of AI and business value, emphasizing how technology unlocks value rather than being the value itself.
Go-to-Market Strategy
Matthew has led the design and execution of integrated GTM operating models, aiming to unify sales, product, and business development motions.
Business Value Creation
He leads a flagship business value function at AWS, focusing on strategic pursuits and building business value functions from the ground up.

Media Appearances

Matthew has no verified media appearances

Work History

1-2025
Head of Business Transformation & Value Advisory at Amazon Web Services (AWS)
1-2024 - 1-2025
Head of Scale Go-To-Market Strategy, North American Sales at Amazon Web Services (AWS)
7-2022 - 1-2024
Principal, Business Development Strategy at Amazon Web Services (AWS)
4-2019 - 7-2022
Senior Manager, Strategy, Capital Investment, & Business Transformation at Verizon
5-2018 - 4-2019
Manager, Human Capital Strategy & Transformation at Accenture

Education

2010 - 2012
M.A from Duke University
2005 - 2009
Bachelor of Arts in Political Science from Roger Williams University

More Information

Social Presence :

Prographics :

Exp : 13 Location : San Francisco, California, United States Job Level : Mid-senior Designation : Head of Business Transformation & Value Advisory at Amazon Web Services (AWS)
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Be crisp while making the pitch
  • Get to the point quickly instead of spending too much time on pleasantries
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Avoid repeating yourself or making generalizations
  • Don’t expect them to change their mind quickly if they say no once
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Matthew

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Matthew move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Matthew take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Matthew

Personality Compatibility


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