Premium Support 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 Premium Support BDM you will be part of the Enterprise Support organization. You will support the Premium Support strategy and own driving the gotomarket (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 engage our customers to understand why they need Premium Support solutions (or why not; e.g. Enterprise Support or Enterprise OnRamp) what are the pain points and obstacles in their current support offering. 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 daytoday interactions with prospects selling the Support value proposition in order to build longterm 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 exceptional 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.

Key job responsibilities
Key job responsibilities
Engage customers partners and field teams to deeply understand and measure customer value and pain points in adoption of Enterprise Support Services (Enterprise Support Enterprise OnRamp Migration Services plus other new products launched throughout the year)
Analyze drivers of Enterprise Support Services adoption and identify levers for improvement
Identify design and execute controlled experiments in driving Enterprise Support Services adoption
Review and analyze Enterprise Support Services pricing and costing ensuring savings are passed on to our customers
Quantify impact of Enterprise Support Services adoption on AWS Platform adoption estimate the ROI of Support investments in accelerating AWS platform adoption
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 Sales Premium Support and Enterprise
Prepare and present business reviews to the senior Sales and BD management team
Drive Enterprise Support Services deals end to end with Sales

About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description we encourage candidates to apply. If your career is just starting hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.
About AWS
Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
Here at AWS its in our nature to learn and be curious. Our employeeled affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences inspire us to never stop embracing our uniqueness.
Work/Life Balance
We value worklife harmony. Achieving success at work should never come at the expense of sacrifices at home which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home theres nothing we cant achieve in the cloud.
Mentorship & Career Growth
Were continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll find endless knowledgesharing mentorship and other careeradvancing resources here to help you develop into a betterrounded professional.

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

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race national origin gender gender identity sexual orientation protected veteran status disability age or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees supervisors and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees supervisors and staff to ensure exceptional customer service; and follow all federal state and local laws and Company policies. Criminal history may have a direct adverse and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above as well as the abilities to adhere to company policies exercise sound judgment effectively manage stress and work safely and respectfully with others exhibit trustworthiness and professionalism and safeguard business operations and the Companys reputation. Pursuant to the Los Angeles County Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.

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 for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $133200/year in our lowest geographic market up to $220200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on jobrelated knowledge skills and experience. Amazon is a total compensation company. Dependent on the position offered equity signon payments and other forms of compensation may be provided as part of a total compensation package in addition to a full range of medical financial and/or other benefits. For more information please visit This position will remain posted until filled. Applicants should apply via our internal or external career site.