Director, Business Development, Energy and Utilities

With global energy demand projected to rise 47% over the next 25 years the Energy sector is simultaneously navigating a global expansion of existing and new energy sources an AI driven transformation of subsurface reservoir intelligence real-time drilling operations and agentic production optimization in Oil and Gas; and in Power and Utilities an acceleration of grid modernization decarbonization mandates electrification of mobility and growth in generation. These are transformational opportunities not seen in decades. At the same time AWS is deploying billions in annual capital expenditure for power generation and delivery arrangements to support sustainable data center growth. AWS is co-investing in diverse supply like wind solar storage and nuclear and creating more agile responsive and efficient energy workflows using AI and the cloud with leading Energy customers. This convergence creates an unprecedented opportunityand an imperativefor AWS to lead at the intersection of AI cloud technology and energy infrastructure. Our mission is simple: to generate unprecedented value for Energy customers by reinventing their workflows with Agentic AI.

AWS is seeking a Director to lead the Business Development function for the Energy and Utilities Industry Business Unit. This leader is responsible for the industry Go-To-Market (GTM) that drives cloud and AI adoption across the Oil and Gas (O&G) and Power and Utilities (P&U) sectors and for the integration of commercial relationships of companies delivering power to Amazon into a 360 strategic relationship. The Energy BD organization touches every facet of how AWS engages energy and utilities customers and the AWS strategic industry position. The BD team engages in account planning demand generation development of cloud and AI Strategic Framework Agreements (SFAs) industry go-to-market strategy solution development partner ecosystem engagement and field enablement for AWS Energy customers worldwide.

In this role you will define and execute the multi-year strategy for how AWS engages the global Energy sector as a customer partner and infrastructure counterpart to drive cloud and AI growth. You will lead a globally distributed team of senior business development professionals who structure large multi-party commercial agreements manage CxO-level relationships define the industry strategy build the opportunity pipeline enable regional and global account teams and engage strategic ISV and systems integrator partners to accelerate cloud adoption across the sector. This role that demands credibility at the intersection of energy infrastructure enterprise AI and cloud technology and large-scale commercial deal-making.

You will serve as the managed gateway between Energy & Utilities account teams and AWS Infrastructure teams and other Amazon organizations ensuring that requests and commercial discussions with power procurement teams are appropriately coordinated triaged and elevated. You will leverage and continuously expand a pan-Amazon network spanning Amazon Retail Prime Transportation Fulfillment Data Center Infrastructure Sustainability Amazon Business and other Amazon business units bringing the full breadth of Amazons assets and capabilities into strategic customer relationships. You will facilitate executive engagements between customer C-suites and senior Amazon leadership and represent AWS at the highest-profile energy industry forums.

You will partner with AWS Sales Solutions Architecture Professional Services AWS Infrastructure and service team leadership to align commercial and technical priorities influence AWS product and infrastructure investment direction and build mechanisms that drive repeatable scalable outcomes across the Strategic BD organization.


Key job responsibilities
- Define and execute a comprehensive strategic GTM plan for the global Power & Utilities sector including industry solution prioritization repeatable pipeline generation market segmentation and competitive positioning
- Identify develop and realize business opportunities to generate customer value and AWS AI/cloud revenue building a business development pipeline in line with the AWS Energy industry strategic direction and multi-year revenue targets
- Structure and execute Strategic Framework Agreements (SFAs) encompassing Power Purchase Agreements (PPAs) and Cloud and AI deployments at scale with the worlds largest energy companies
- Lead develop and grow a global team of senior business development professionals articulating how AWS can solve the hardest industry problems with Agentic AI and cloud instilling a sense of urgency coaching on multi-divisional deal structuring CxO engagement providing visible industry thought leadership and fostering a culture of ownership and high performance
- Serve as the primary strategic advisor to energy industry executives at the CEO CFO CIO CTO and VP level building trusted bilateral relationships that span both commercial infrastructure partnerships and enterprise cloud and AI adoption programs
- Manage the pan-Amazon relationship network to bring the full breadth of Amazon assetsRetail Prime Transportation Fulfillment Data Center Infrastructure Amazon Business Sustainability and othersinto strategic customer engagements as inputs to SFA value propositions and commercial deal structures
- Define and size market segments; identify qualify and engage key customers and strategic industry partners and develop scalable partner engagement and co-sell motions
- Build and maintain named account/ white-space map across Energy and utilities prioritized by propensity and strategic value
- Hand off qualified opportunities to Sales with clear documentation of the customers business driver stakeholders and urgency
- Coordinate regional and global field enablement initiatives including account team training programs infrastructure engagement playbooks industry solution toolkits and mechanisms that equip AWS field teams to engage confidently in energy infrastructure and cloud deals
- Work with Marketing to drive global campaigns highlighting customer success stories and strategic messaging.

- Bachelors degree in Computer Science Engineering Business or a related field or 16 years of equivalent professional experience in business development strategic partnerships or commercial leadership
- 15 years leading global teams in business development strategic partnerships or commercial leadership roles in the Oil and Gas sector
- 5 years of working knowledge of cloud computing AI/ML or emerging technology paradigms and their application to energy industry challenges
- Strong knowledge and vision of AI and Agentic services applied to solving Energy industry problems
- Demonstrated experience structuring and executing large-scale commercial agreements ($500M) with enterprise energy utility or infrastructure customers including multi-party deal structures

- Advanced degree (MBA or MS) in a technical energy or business discipline
- Deep familiarity with Power and Utilities sector challenges including grid interconnection dynamics long-lead-time equipment procurement data center power siting decarbonization strategies regulatory and permitting processes and energy infrastructure supply chain constraints
- History of building and managing pan-enterprise or cross-business-unit relationships that bring the breadth of a large corporate organization to bear in strategic customer or partner engagements
- Deep understanding of cloud computing and AI solutions as applied to complex Energy processes

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.

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.