Premium Support Business Development Manager, Enterprise Support, ES - BusDev

AWS Sales Marketing and Global Services (SMGS) is responsible for driving revenue adoption and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical 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 Bristol-Myers 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 one-on-one fast-response 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 touch-point 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 self-standing business with revenue and P&L responsibility and one of the fastest growing businesses within AWS.
As a Premium Support Business Development Manager 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 engage our customers to understand why they need Enterprise Support or Enterprise On-Ramp (or why not) 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 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 its comfortable working across internal functions and geographies. The candidate will be curious going beyond the obvious to discover unexpected insights and translate those into tangible business value.


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 On-Ramp 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
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- 6 years of previous experience in sales business development or commercial roles developing negotiating and executing business agreements experience (professional or military experience)
- Experience in negotiation and closing deals
- Experience tracking record of achieving commercial objectives
- Bachelors degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Able to communicate effectively in English within technical and business settings.

- Experience interpreting data and making business recommendations
- Experience identifying negotiating and executing complex legal agreements

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