Senior Business Development Manager, Business Development, AWS Enterprise 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 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 Premium Support BDM 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 Premium Support solutions (or why not; e.g. Enterprise Support or Enterprise On-Ramp) 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 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.

AWS Global Services
AWS Global Services includes experts from across AWS who help our customers design build operate and secure their cloud environments. Customers innovate with AWS Professional Services upskill with AWS Training and Certification optimize with AWS Support and Managed Services and meet objectives with AWS Security Assurance Services. Our expertise and emerging technologies include AWS Partners AWS Sovereign Cloud AWS International Product and the Generative AI Innovation Center. Youll join a diverse team of technical experts in dozens of countries who help customers achieve more with the AWS cloud.


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 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

- 5 years of developing negotiating and executing business agreements experience
- 5 years of professional or military experience
- 5 years of working with Core Cloud Technology Services including but not limited to Compute Edge Hybrid Security and/or Networking experience
- 5 years of working with Business Application Technologies including but not limited to End User Compute (EUC) Supply Chain Contact Center as a Service Consumer Data Applications Encrypted Communications and/or Communication Developer Services experience
- 5 years of Go-To-Market Business Development Sales or Consulting experience
- 5 years of in program management workforce strategy development or metrics-driven decision making experience
- Bachelors degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams building processes and coordinating release schedules
- Experience selling enterprise software or cloud-based applications
- Experience explaining complex technical concepts to various business and technical audiences
- Experience presenting to both technical and non-technical executive audiences
- Experience leading complex multi-year initiatives that may be cross-functional and/or span business and technology

- Masters degree in business data science public administration finance engineering human resources or related field or PMP certificate
- Experience interpreting data and making business recommendations
- Experience identifying negotiating and executing complex legal agreements
- Experience designing implementing and scaling workforce development programs across large-scale operations including forecasting workforce needs and leveraging analytics to drive program decisions
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience using analytical tools for workforce metrics and reporting

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

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience qualifications and location. Amazon also offers comprehensive benefits including health insurance (medical dental vision prescription Basic Life & AD&D insurance and option for Supplemental life plans EAP Mental Health Support Medical Advice Line Flexible Spending Accounts Adoption and Surrogacy Reimbursement coverage) 401(k) matching paid time off and parental leave. Learn more about our benefits at CA San Diego - 147900.00 - 200100.00 USD annually
USA GA Atlanta - 147900.00 - 200100.00 USD annually
USA NY New York - 162700.00 - 220200.00 USD annually
USA OR Portland - 147900.00 - 200100.00 USD annually
USA TX Dallas - 147900.00 - 200100.00 USD annually
USA VA Herndon - 147900.00 - 200100.00 USD annually
USA WA Bellevue - 147900.00 - 200100.00 USD annually