AWS Support Business Development Manager, ANZ Enterprise Support, Enterprise Support, ANZ

Description

AWS Applied AI Solutions (AAIS) is building toward a future where every business innovates with Amazon AI teammates. To get there, we build AI solutions that improve human capabilities and transform entire business functions. We create end-to-end products that surprise and delight out-of-the-box, making complex things easy and hard things possible, with no cloud experience required. We start with customers who embrace the future and build bridges to meet the rest where they are. We pursue ambitious opportunities with conviction, and we are looking for builders who share that mindset.

AWS Enterprise Support includes experts from across AWS who help our customers design build operate and secure their cloud environments. Customers innovate with AWS Enterprise Support and our expertise and emerging technologies include AWS Partners AWS Sovereign Cloud AWS International Product and the Generative AI Innovation Center. You'll join a diverse team of technical experts in dozens of countries who help customers achieve more with the AWS cloud.

AWS Enterprise Support customers rely on us when running their business critical workloads on the AWS platform and our Technical Account Managers (TAMs) 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. In this strategic role you'll serve as the crucial bridge between Account Managers (AMs) Technical Account Managers (TAMs) and Enterprise Support Managers (ESMs) orchestrating complex enterprise support opportunities through their lifecycle. You'll focus on strategic pipeline management lead qualification and enabling the broader AWS ecosystem to drive premium support adoption. 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'll join a diverse team of business development professionals who work closely with technical teams to drive the adoption of AWS Premium Support services https://aws.amazon.com/premiumsupport/. In this role you'll have the opportunity to influence both business and technical stakeholders while developing deep expertise in AWS's latest cloud technologies and support offerings.

Key job responsibilities
• Analyze drivers of Enterprise Support and Unified Operations adoption and identify levers for improvement
• Manage and optimize the opportunity pipeline for both new business
• Identify and analyze pipeline patterns to inform strategic business decisions
• Prepare and present business reviews to the senior Sales and BD management team
• Design and execute controlled experiments to refine support offerings enhance differentiation and drive commercial innovation
• Earn Trust with key stakeholders from CxO level to technical decision-makers
• Partner closely with Account Managers to review and qualify opportunities ensuring proper tracking through SFDC
• Drive engagement with AWS Global Sales (AGS) teams to maximize enterprise support adoption
• Drive the creation and promotion of customer success stories and case studies
• In collaboration with Field Enablement create training programs to ensure sales teams can articulate the value proposition of AWS Enterprise Support
• Collect and channel customer feedback to drive continuous product improvements
• Collaborate with global teams to implement strategic initiatives and best practices
• Support the implementation of new programs acceleration and Enterprise Support pricing promotions

A day in the life
Support the implementation of new programs acceleration and Enterprise Support pricing promotions

About the team
Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.

Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

We value work-life 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, there's nothing we can't achieve in the cloud.

Here at AWS, it's in our nature to learn and be curious. Our employee-led 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 and AmazeCon conferences, inspire us to never stop embracing our uniqueness.

We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Basic Qualifications

- 7+ years of developing, negotiating and executing business agreements experience
- 7+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience

Preferred Qualifications

- Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
- Experience working in a sales organization

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:
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 https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

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