Director, Business Development, Energy and Utilities

Key job responsibilities

• Define and execute a comprehensive strategic GTM plan for the global Power & Utilities sector, including industry solution prioritization, repeatable pipeline generation, market segmentation, and competitive positioning
• Identify, develop, and realize business opportunities to generate customer value and AWS AI/cloud revenue, building a business development pipeline in line with the AWS Energy industry strategic direction and multi-year revenue targets
• Structure and execute Strategic Framework Agreements (SFAs) encompassing Power Purchase Agreements (PPAs) and Cloud and AI deployments at scale with the world's largest energy companies
• Lead, develop, and grow a global team of senior business development professionals articulating how AWS can solve the hardest industry problems with Agentic AI and cloud, instilling a sense of urgency, coaching on multi-divisional deal structuring, CxO engagement, providing visible industry thought leadership, and fostering a culture of ownership and high performance
• Serve as the primary strategic advisor to energy industry executives at the CEO, CFO, CIO, CTO, and VP level, building trusted bilateral relationships that span both commercial infrastructure partnerships and enterprise cloud and AI adoption programs
• Manage the pan-Amazon relationship network to bring the full breadth of Amazon assets—Retail, Prime, Transportation, Fulfillment, Data Center Infrastructure, Amazon Business, Sustainability, and others—into strategic customer engagements as inputs to SFA value propositions and commercial deal structures
• Define and size market segments; identify, qualify, and engage key customers and strategic industry partners and develop scalable partner engagement and co-sell motions
• Build and maintain named account/white-space map across Energy and utilities, prioritized by propensity and strategic value
• Hand off qualified opportunities to Sales with clear documentation of the customer's business driver, stakeholders and urgency
• Coordinate regional and global field enablement initiatives, including account team training programs, infrastructure engagement playbooks, industry solution toolkits, and mechanisms that equip AWS field teams to engage confidently in energy infrastructure and cloud deals
• Work with Marketing to drive global campaigns highlighting customer success stories and strategic messaging

Basic Qualifications

• Bachelor's degree in Computer Science, Engineering, Business, or a related field, or 16+ years of equivalent professional experience in business development, strategic partnerships, or commercial leadership
• 15+ years leading global teams in business development, strategic partnerships, or commercial leadership roles in the Oil and Gas sector
• 5+ years of working knowledge of cloud computing, AI/ML, or emerging technology paradigms and their application to energy industry challenges
• Strong knowledge and vision of AI and Agentic services applied to solving Energy industry problems
• Demonstrated experience structuring and executing large-scale commercial agreements ($500M+) with enterprise energy, utility, or infrastructure customers, including multi-party deal structures

Preferred Qualifications

• Advanced degree (MBA, or MS) in a technical, energy, or business discipline
• Deep familiarity with Power and Utilities sector challenges including grid interconnection dynamics, long-lead-time equipment procurement, data center power siting, decarbonization strategies, regulatory and permitting processes, and energy infrastructure supply chain constraints
• History of building and managing pan-enterprise or cross-business-unit relationships that bring the breadth of a large corporate organization to bear in strategic customer or partner engagements
• Deep understanding of cloud computing and AI solutions as applied to complex Energy processes