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

Description

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, optimize with AWS Support and Managed Services, upskill with AWS Training and Certification, 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. 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 [insert link to local Support product page] 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

Basic Qualifications

- 7+ years of developing, negotiating and executing business agreements experience
- 7+ years of professional or military 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 selling to Fortune 1000 or Global 2000 organizations

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.