Digital Innovation Specialist, AWSI Digital Innovation & Prototyping
About the role
Would you like to help our customers innovate like Amazon – and deliver breakthrough experiences for their end customers? Would you like to pioneer the use of cloud services to help drive innovation? Would you like to be part of building a fast-growing program with worldwide scale?
As a Business Development Manager for Digital Innovation, you will have an exciting opportunity to lead customer engagements and shape and deliver the Digital Innovation program, working with other EMEA BDMs, the EMEA leadership team, and AWSI program leadership. Your primary responsibility will be to identify, develop, and lead engagements with Enterprise customers – engaging line of business and C-suite leaders, qualifying opportunities, leading innovation engagements utilizing Amazon mechanisms and driving resultant prototypes and scaled solutions. In addition, you will build and participate in mechanisms for tracking engagement impact for customers and for AWS and use your experience to help improve our engagement model.
You must be comfortable working in a fast-paced and entrepreneurial enterprise technology sales environment and working with cross functional teams as many parts of the program will have interdependencies with other teams within AWS. Typically, cross-functional collaboration includes sales leadership, vertical business development teams, solutions architecture, marketing, partners, service team leaders, professional services, and sales enablement. The right candidate will have experience delivering Digital Innovation engagements for enterprise customers across all commercial verticals, with depth experience across 3+ verticals. This includes demonstrated experience in developing digital innovation opportunities for customers, a proven track record of leading and driving multiple simultaneous projects to meet customer business objectives, excellent project management skills, excellent judgement, a customer-obsessed and collaborative approach, strong data and metrics bias, an excellent understanding of cloud and AI based solutions with inherent curiosity, the ability to inspire others, create a coalition of the willing and a passion for helping customers transform using cloud technologies.
Responsibilities
- Develop C-suite and line-of-business relationships with leading innovators within customer organizations
- Work with Sales leadership to identify and qualify customers for the Digital Innovation program
- Facilitate workshops with customer executive groups
- Be the single threaded owner for a vertical within the AWSI Portfolio. Create and manage project and program level documentation for that vertical.
- Collaborate on engagement level resourcing across build partners
- Lead and coordinate translation of those solutions into working cloud prototypes, working with relevant engineering and services teams, and partners where appropriate
- Build value propositions/ business cases
- Train & enable local sales teams to help qualify customers
- Lead the end-to-end digital innovation engagements and documentation including securing executive sponsorship, attributing revenue, shepherding prototype and production builds, securing public references and generating and delivering thought leadership
- Effectively track and articulate the value of engagements underway, and major wins
- Help develop and improve the Digital Innovation engagement model based on engagement experience
- Work with the Partner team to identify, engage and enable partners who can accelerate our approach to digital innovation
- Work with internal Amazon Marketing and Product/Service teams to advance a Learning from Amazon topic & presentation. You must be a confident public speaker with a balance of credibility and charisma.
- Conduct customer briefings, present at customer, AWS and industry events, further AWS solutions-led thought leadership in the innovation domain
- Execute the strategic business development plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.)
- Handle a high volume of engagements and the fast pace of the cloud computing market
Requirements
- 6+ years of developing, negotiating and executing business agreements experience
- 6+ 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
- 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
- 5+ years of solving problems with technology in the Healthcare/Life Sciences Industry
- 5+ years of solving problems with technology in the Media & Entertainment Industry
- 5+ years of solving problems with technology in the Global Financial Services Industry
- 5+ years of solving problems with technology in the Telecommunications industry
- 5+ years of solving problems with technology in the Automotive & Manufacturing industries
- 5+ years of solving