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 customers include innovative startups like Netflix, Pinterest, Spotify, Airbnb, and Instagram, as well as large global enterprises like Shell International, Unilever, Hitachi, Sharp, Bristol-Myers Squibb, and Samsung.

About the role

As a 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 customers to understand their needs for Premium Support solutions (or alternatives like Enterprise Support or Unified Operations), identify pain points and obstacles in their current support offering, and sharpen our Support proposition (e.g., differentiated offerings, value, and ROI vs. price). You will design and execute controlled experiments driving commercial innovation, quantify the impact of Support in driving AWS platform adoption, estimate ROI, and develop initiatives to accelerate customer cloud adoption. You will enable the sales team to drive day-to-day interactions with prospects, selling the Support value proposition to build long-term business opportunities. Additionally, 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, articulate a clear value proposition across customers, partners, and internal teams, and thrive in a cross-functional, global environment. The candidate will 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 in accelerating AWS platform adoption.
• 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.
• Collaborate with stakeholders across Commercial/Public Sales, Premium Support, and Enterprise.
• Prepare and present business reviews to senior Sales and BD management teams.
• Drive Enterprise Support Services deals end-to-end with Sales.

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.

About the team

AWS values diverse experiences and encourages candidates to apply even if they do not meet all preferred qualifications. We foster an inclusive team culture where curiosity and connection drive innovation. Our employee-led and company-sponsored affinity groups promote inclusion, and our inclusion events strengthen collaboration. Mentorship and career growth opportunities are abundant, with resources to help you develop into a well-rounded professional. We strive for work-life harmony, supporting flexibility to ensure success at work and home.

Benefits

• Comprehensive 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.