Premium Support Business Development Manager, AWS Enterprise Support

Amazon Web Services (AWS) provides a scalable cloud computing platform to companies globally. Within AWS Enterprise Support, we deliver customer success throughout the cloud adoption lifecycle. Our employees and integrated offerings combine technology and human expertise to maximize and accelerate customer outcomes. AWS is one of Amazon’s fastest growing businesses, servicing customers in more than 190 countries, reshaping how global enterprises consume information technology and powering the developers building the next generation of global industry leaders.

AWS Enterprise Support provides customers with a one-on-one, fast-response support channel staffed 24x7x365 with experienced technical support engineers. Enterprise Support includes a designated Technical Account Manager, architecture reviews, operations support leveraging AWS best practices, and a designated Support Concierge for administrative and billing inquiries. Enterprise customers rely on Support when running business-critical workloads on the AWS platform.

About the role

As a Premium Support BDM, you will support the Premium Support strategy and own driving the go-to-market (GTM) efforts for Support. Your objective will be to increase adoption of paid support offerings among AWS customers while maintaining target margin performance and using Support to accelerate AWS platform adoption. You will engage customers to understand their needs for Premium Support solutions (or alternatives like Enterprise Support or Unified Operations), identify pain points, and sharpen our Support proposition. You will design and execute controlled experiments to drive commercial innovation, quantify the impact of Support on AWS platform adoption, estimate ROI, and develop initiatives to accelerate customer cloud adoption. Additionally, you will enable the sales team to articulate the Support value proposition and engage partners to pilot new offerings.

The ideal candidate possesses a keen business sense, exceptional analytical skills, and the ability to articulate a clear value proposition across customers, partners, and internal teams. You should be naturally curious, going beyond the obvious to uncover insights and translate them into tangible business value.

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, and other new products).
• Analyze drivers of Enterprise Support Services adoption and identify levers for improvement.
• Identify, design, and execute controlled experiments to drive Enterprise Support Services adoption.
• Review and analyze Enterprise Support Services pricing and costing to ensure savings are passed on to customers.
• Quantify the impact of Enterprise Support Services adoption on AWS platform adoption and estimate the ROI of Support investments.
• Develop and refine sales collateral, reference cases, and value proofs for customers and partners.
• Drive commercial innovation in Support, such as differentiated support offerings per customer segment.
• Create Support-related training programs and materials for the field team to articulate the Support value proposition.
• Work with stakeholders across Commercial/Public Sales, Premium Support, and Enterprise teams.
• Prepare and present business reviews to senior Sales and BD management.
• Drive Enterprise Support Services deals end-to-end with the Sales team.

Requirements

• 5+ years of experience developing, negotiating, and executing business agreements.
• Bachelor’s degree.
• Knowledge of publisher ad tech stacks and/or advertising technology.
• 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.

Benefits

Amazon offers comprehensive benefits, including:

• Health insurance (medical, dental, vision, prescription, Basic Life & AD&D, and optional Supplemental life plans).
• Employee Assistance Program (EAP) and Mental Health Support.
• Medical Advice Line and Flexible Spending Accounts.
• Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off and parental leave.

Pay

The base salary range for this position is:

• USA, CA, San Francisco: $162,700 - $220,200 USD annually.
• USA, NY, New York: $162,700 - $220,200 USD annually.

Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on experience, qualifications, and location.