Premium Support Business Development Manager - AWS Enterprise Support

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 provides our customers with a one-on-one, fast-response support channel that is staffed 24/7/365 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 Unified Operations), 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.

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, Unified Operations, 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 segment. In 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.

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

- 5+ years of developing, negotiating and executing business agreements experience
- Bachelor's degree
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Experience selling enterprise software or cloud-based applications

Preferred Qualifications

- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements

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.

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 https://amazon.jobs/en/benefits.