Principal Growth Initiatives SalesBD Specialist for Global Services Global Services Business Development

Global Services (GS) plays a central role in our customers transformative cloud journeys deeply integrating people expertise and technology capabilities at scale to shape customers endtoend experiences with AWS. Across our key customer adoption success services Training & Certification Professional Services Support Operations Managed Services and Security our builders make an impact every day across millions of individuals and thousands of customers ranging from Startups to Enterprises. Together with AWS Partners our work enables and accelerates customers unlocks value drives AWS adoption and helps transform businesses and public sector organizations across the globe and we are propelled by our pursuit to be a differentiator when customers are evaluating cloud providers. The impact Global Services has on customers is as diverse as it is significant helping them upskill their workforce and with landing operating modernizing and transforming their workloads on AWS with valueadd partners and security embedded throughout.
Growth Initiatives Sales/BD Specialist is responsible for GS sales/BD activities for a AWSwide priority growth initiative. This role would represent GS as part of the crossfunctional growth initiative team contribute to the growth initiative strategy and plan and work with customers field and GS BUs in executing and closing customer opportunities aligned to the initiative. This means: 1/ assessing and articulating GS value proposition for the customer cohorts targeted by the growth initiative; 2/ working with the relevant customer account teams stakeholder teams and partners to win customers as part of the growth initiative and for GS and secure public customer references; 3/ test and iterate on viable win strategies routes to market for GS services/offerings as part of the overall initiative; 4/ as necessary provide feedback to the GS product teams to shape existing and/or assemble new GS offerings; 5/ partner with the GS deals team on tailored/customized proposals as part of the sales cycle; 6/ codify successful win strategies and tactics motions and plays for the account teams and GS BD/Sales teams

The role will earn trust and partner closely with the GS GTM/BD and GS BU Specialist Sales/BD GS Deal Engine and other key stakeholders across field Sales Service/Industry Specialist Sales/BD and APO. The candidate needs to be able to lead and influence cross functional pursuit teams within AWS Amazon and customer organizations. The role needs to be a selfstarter very comfortable venturing into new domain areas able to quickly learn and put together and execute a pursuit plan that achieves AWS and GS business outcomes.

The right candidate will have demonstrated experience in sales/BD for customer success related services at a technology products/services organization across a range of domains both horizontal and vertical and a history of delivering results. Relevant previous experience in a technology products/services organization in a sales/BD role is required. Experience with AWS services and how various capabilities in Global Services help drive AWS adoption of AWS will assist in a faststart. The role will need a strong analytical acumen synthesis structuring and problemsolving skills to translate ambiguous and incomplete information into actionable business development plans and deliver results. The role will need to deliver results and have a bias for action earn trust with both executive and operating level stakeholders within GS AWS and customer organizations. Demonstrated experience in crossfunctional stakeholder management and alignment strong communications and influencing skills a customerobsessed collaborative approach and strong data/metrics bias is needed to be successful in this role.

Key job responsibilities
Own GS representation as part of initiatives strategy and in a geo
Develop GS value proposition for the growth initiative for the geo and work with the AWS sales teams to prioritize target customers and partners in scope
Develop sales and gotomarket plans for the growth initiative partnering with GS and AGS teams.
Lead sales/BD activities working with sales partners and GS BU teams to develop and qualify pipeline and secure customer wins
Secure and publish customer references partnering with GS/marketing teams
Provide feedback and help to GS product team iterate GS offerings in support of faster customer solutioning and improved time to customer outcomes
Establish and deliver on customer acquisition pipeline and bookings goals associated with the growth initiative


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Experience influencing internal and external stakeholders
Experience developing leading negotiating and executing corporate and/or business transactions
Experience developing strategies that influence leadership decisions at the organizational level
10 years in business development

Experience selling to Fortune 1000 or Global 2000 organizations

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