Head Partnerships and Business Development
Amazon
Head Partnerships and Business Development
Amazon
Sells products online and rents cloud computing
Own the partnerships redefining how Europe's largest energy companies run on cloud and agentic AI. Structure the landmark deals, bring the full force of Amazon, and put AWS at the center of the energy transition.
Global energy demand will rise sharply over the coming decades, and the power and utilities sector is racing to modernize the grid, decarbonize, electrify transport, and meet power demand not seen in generations. AWS is investing billions in generation and delivery to power sustainable data center growth and is reinventing energy workflows with AI and the cloud. We are seeking a Principal Business Development leader to own AWS's EMEA energy partnerships at the intersection of technology, AI, infrastructure, and delivering mutual business value through partnerships.
You will own the EMEA partnership portfolio end-to-end with the region's largest and most strategically significant P&U relationships carrying multi-year portfolio responsibility rather than a single account. You will drive the regional go-to-market motion, build and launch pipeline, lead strategic planning and the development of cloud and AI strategic agreements, and integrate the commercial relationships of EMEA companies that supply infrastructure inputs to Amazon into a single, 360-degree relationship while collaborating on solution development, partner engagement, and field enablement.
This is a Principal-level individual-contributor role with no direct reports working on high complexity, high ambiguity, challenges leveraging senior level relationships. You will Think Big where there is no playbook, structuring first-of-their-kind agreements and novel commercial models in markets where AWS's position is still forming and make high-judgment calls with incomplete information (Are Right, A Lot). You will Earn Trust as the advisor of choice to energy-industry CxOs, close the region's largest multi-party agreements, and act as a force multiplier who raises the bar across the BD team through mentorship, reusable playbooks, and visible thought leadership (Hire and Develop the Best, Invent and Simplify).
Key job responsibilities
•Own and execute the EMEA go-to-market partnership plan across generation, transmission, distribution, and energy trading, including solution prioritization, repeatable pipeline generation, competitive positioning, and scalable partner co-sell motions (ISVs, SIs, OEMs, utilities).
•Structure and close the region's largest strategic agreements encompassing a confluence of commitments to technology, infrastructure, and AI with major EMEA energy customers.
•Serve as strategic advisor to customer executives (CEO, CFO, CIO, CTO, VP), building trusted relationships that span infrastructure partnerships and enterprise cloud and AI adoption.
•Act as the managed gateway between EMEA account teams and AWS Infrastructure and power-procurement teams, coordinating and elevating commercial power discussions.
•Orchestrate a pan-Amazon network (Retail, Prime, Transportation, Fulfillment, Data Center Infrastructure, Amazon Business, Sustainability) into EMEA engagements as inputs to strategic agreement value propositions.
•Partner with sales and technical teams to design, test, and scale go-to-market sales plays, proven in key accounts and then scaled across thousands through the field and partners.
•Maintain the EMEA named-account and white-space map, and hand qualified opportunities to Sales with clear business driver, stakeholders, and urgency.
•Mentor and uplevel BD peers and field teams, codifying wins into reusable playbooks (a natural fit with the Technical Field Community and the co-developed sales-play model).
Basic qualifications
•Demonstrable experience explaining the value of cloud services to power and utility customers, including differentiation from competing platforms; fluency with large-scale migrations; experience shaping AI strategy; and a track record of documenting and delivering go-forward collaboration strategies.
•Proven ability to influence without authority and to mentor or uplevel peers in a matrixed organization.
•Experience independently structuring and executing large-scale, multi-party commercial agreements ($300M+) with enterprise energy, utility, or infrastructure customers, under significant ambiguity.
•Working knowledge of cloud, AI/ML, and emerging technologies applied to energy-industry challenges, including a vision for agentic AI.
Preferred qualifications
•Deep familiarity with EMEA energy-sector dynamics — grid interconnection, long-lead-time equipment procurement, data center power siting, decarbonization, and regulatory, permitting, and supply-chain constraints.
•History of building pan-enterprise or cross-business-unit relationships in strategic customer engagements.
•Track record of thought leadership and of creating reusable mechanisms adopted by others.
•Familiarity with PPA structures and the commercial interface between hyperscaler power procurement and energy suppliers.
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience across Core Cloud Technology Services, including Compute, Edge, Hybrid, Security, and Networking, and Business Application Technologies, including EUC, Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and Communication Developer Services.
- Experience solving technology-related business challenges across Healthcare/Life Sciences, Media & Entertainment, Global Financial Services, Telecommunications, Automotive & Manufacturing, and Energy & Utilities.
- Experience in Go-To-Market (GTM), Business Development, Sales, or Consulting.
- Experience across Advanced Compute (Accelerated Compute, HPC, Visual/Spatial Compute, IoT), Enterprise Application Modernization and Migration (Mainframe, Serverless, Containers, Cloud Operations), and Data & AI technologies (AI/ML, GenAI, Analytics, Database, Storage).
- Bachelor’s degree in a technical field or 16+ years of equivalent professional experience in business development, strategic partnerships, or commercial leadership.
- 12+ years of experience in business development, strategic partnerships, or commercial roles within the power and utilities or broader energy sector.
- 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
- Fluency in one or more major European languages (e.g. French, German, Spanish) alongside English.
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