Premium Support Business Development Manager, AWS Enterprise Support

About the role

AWS Enterprise Support provides customers with one-on-one, fast-response support channel staffed 24x7x365 with experienced technical support engineers, including a designated technical account manager, architecture review, operations support, and a designated Support Concierge for administrative and billing inquiries. Enterprise customers rely on Support when running business-critical workloads on the AWS platform. As Premium Support BDM, 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 while maintaining target margin performance, and using Support to accelerate AWS platform adoption.

Key job responsibilities

• Engage customers, partners, and field teams to deeply understand and measure customer value and pain points in adoption of Enterprise Support and Unified Operations 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

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

Pay

• USA, GA, Atlanta: $147,900.00 - $200,100.00 USD annually
• USA, IL, Chicago: $147,900.00 - $200,100.00 USD annually
• USA, NY, Hicksville: $162,700.00 - $220,200.00 USD annually
• USA, TX, Dallas: $147,900.00 - $200,100.00 USD annually
• USA, WA, Seattle: $147,900.00 - $200,100.00 USD annually