Business Development Manager Business Development Premium Support

Sales Marketing and Global Services (SMGS)
AWS Sales Marketing and Global Services (SMGS) is responsible for driving revenue adoption and growth from the largest and fastest growing small and midmarket accounts to enterpriselevel customers including public sector. The AWS Global Support team interacts with leading companies and believes that worldclass support is critical to customer success. AWS Support also partners with a global list of customers that are building missioncritical applications on top of AWS services.
AWS is one of Amazons fastest growing businesses servicing customers in more than 190 countries reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global industry leaders. AWS customers include some of the most innovative Startups like Netflix Pinterest Spotify Airbnb and Instagram as well as some of the largest global enterprises like Shell International Unilever Hitachi Sharp BristolMyers Squibb and Samsung. We help global and local enterprises to use cloud to remediate their technical debt and build new innovative businesses.
AWS Enterprise Support provides our customers with oneonone fastresponse support channel that is staffed 24x7x365 with experienced and technical support engineers; Enterprise support provides a designated technical account manager to the customer and provides entitlements such as architecture review operations support to design build and operate cloud environments leveraging AWS best practices; and a designated Support Concierge for administrative and billing inquiries.
Enterprise customers rely on Support when running their business critical workloads on the AWS platform and our technical account managers and cloud support engineers are the primary daily touchpoint for those customers. Customers include very large Enterprises Public Sector companies as well as fast growing businesses and Internet companies. Unlike most support organizations AWS Support is a selfstanding business with revenue and P&L responsibility and one of the fastest growing businesses within AWS.
As a Premium Support Business Development Manager (BDM) you will be part of the Enterprise Support organization driving the gotomarket (GTM) strategy for AWS Premium Support offerings. Your primary objective is to increase adoption of paid support solutions while maintaining target margin performance and leveraging Support to accelerate AWS platform this role you will focus on enabling executing and driving the adoption of Media Support Solution (MSS) for customers with media streaming workloads ensuring they receive specialized support tailored to their needs. Additionally you will lead the expansion of Incident Detection and Response (IDR) and Countdown Premium (CDP) for customers with nonmedia streaming workloads helping them strengthen their incident management proactive monitoring and operational will engage customers to understand their support requirements identify obstacles to adoption and refine AWSs Premium Support value proposition. Through commercial innovation and controlled experiments you will optimize support offerings quantify their impact on AWS platform adoption and develop initiatives to accelerate customer success. Additionally you will work closely with sales teams partners and internal stakeholders to enable field teams develop customerfacing collateral and pilot new support offerings through AWSs partner ecosystem.

Key job responsibilities
Customer & Market Engagement:
Engage customers partners and field teams to deeply understand and measure customer value and pain points in adopting Enterprise Support Services (Enterprise Support Enterprise OnRamp MSS IDR CDP and other new offerings).
Identify adoption challenges for MSS in media streaming environments and IDR/CDP for nonmedia streaming workloads addressing customer needs with tailored solutions.
Solution Adoption & Expansion:
Lead the enablement and GTM strategy for MSS adoption among media streaming customers ensuring optimized support proactive monitoring and operational guidance.
Drive IDR and CDP adoption for nonmedia streaming customers enhancing incident detection response readiness and premium support experiences.
DataDriven Strategy & ROI Analysis:
Analyze drivers of Enterprise Support Services adoption identifying levers for growth and improvement.
Quantify the impact of MSS IDR and CDP adoption on AWS platform usage customer retention and cloud migration acceleration.
Estimate the ROI of Support investments and design initiatives to maximize business outcomes.
Commercial Innovation & Experimentation:
Design and execute controlled experiments to refine support offerings enhance differentiation and drive commercial innovation.
Develop new pricing strategies ensuring customers receive costeffective valuedriven support solutions.
Field & Partner Enablement:
Develop and refine sales collateral reference cases and value proofs for MSS IDR and CDP to drive customer engagement.
In collaboration with Field Enablement create training programs to ensure sales teams can articulate the MSS IDR and CDP value propositions effectively.
Work with partners to develop and pilot new support offerings via the AWS partner ecosystem.
Sales & Business Development :
Support endtoend deal for Enterprise Support Services MSS IDR and CDP alongside the sales team.
Prepare and present business reviews to senior Sales and BD leadership providing insights into support adoption trends and performance.

About the team
Why AWS

Diverse Experiences
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6 years of developing negotiating and executing business agreements experience
6 years of professional or military experience
6 years of experience in a role focused on creating and implementing organizational strategies.
Bachelors degree

Experience driving gotomarket (GTM) strategies and customer adoption for cloudbased media solutions including AWS Media Services (e.g. AWS Elemental MediaLive MediaConvert MediaPackage) or thirdparty media ecosystem integrations with a focus on demonstrating business value and ROI for customers in the media streaming industry.
Experience interpreting data and making business recommendations
Experience identifying negotiating and executing complex legal agreements
Experience developing strategies that influence leadership decisions at the organizational level
Experience managing programs across cross functional teams building processes and coordinating release schedules

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