Sr. Business Development Manager (BDM), AWS Premium Support Business Development

As a Business Development Manager (BDM) Premium Support Business Development you will be responsible for helping to ensure that we deliver on our Support revenue adoption and market penetration goals in EMEA. You will also be responsible for implementing the go-to-market initiatives in EMEA across functional teams specialist and partner teams to help scale our business.

As a BDM you will be part of the Enterprise Support organization. You will support the Premium Support strategy and own driving the go-to-market (GTM) efforts for Support with the objective to increase adoption for paid support offerings amongst AWS customers while maintaining target margin performance and using Support to accelerate AWS platform adoption for the customers. You will identify areas for sharpening our Support proposition (e.g. a differentiated offering value and return on investment vs price) and design and execute controlled experiments driving commercial innovation. You will quantify the impact of Support in driving AWS platform adoption estimate the ROI and design and execute initiatives to help accelerate our customer cloud adoption journey. You will enable the sales team to drive the day-to-day interactions with prospects selling the Support value proposition in order to build long-term business opportunity. You will engage partners to develop and pilot new Support offerings via the partner ecosystem.

The ideal candidate will possess a keen business sense and analytical skills is able to articulate and communicate a clear value proposition across customers partners and within the AWS organization and is comfortable working across internal functions and geographies. The candidate will be naturally curious going beyond the obvious to discover unexpected insights and translate those into tangible business value.

Engage customers partners and field teams to deeply understand and measure customer value and pain points in adoption of Premium Support products
Analyze drivers of Premium Support product adoption and identify levers for improvement
Identify design and execute controlled experiments in driving Premium Support product adoption
Review and analyze Premium Support product pricing and costing ensuring savings are passed on to our customers
Quantify impact of Premium Support product adoption estimate the ROI of Support investments in accelerating AWS growth
Develop and refine sales collateral reference cases and value proofs for customers and partners
Drive commercial innovation in Support e.g. differentiated support offerings per customer segment
In conjunction with Field Enablement create Support related training programs and material for the field team so that they can properly articulate the Support value proposition
Work with stakeholders across Commercial/Public Sector Premium Support and Enterprise Startup and others
Prepare and present business reviews to the senior Sales and BDM management team
Drive Premium Support deals end to end with Sales

AWS Global Sales
AWS Global Sales drives adoption of the AWS cloud worldwide enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service unmatched technology and consistent support. We dive deep to understand each customers unique challenges then craft innovative solutions that accelerate their success. This customer-first approach is how we built the worlds most adopted cloud. Join us and help us grow.


About the team
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Experience developing strategies that influence leadership decisions at the organizational level
Experience developing leading negotiating and executing corporate and/or business transactions
Experience identifying negotiating and executing complex legal agreements
Experience negotiating software and services agreements

Bachelors degree
Relevant AWS or other provider technical accreditations
Experience using analytical specific tools such as Quicksight Tableau or similar

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