Premium Support Business Development Manager, AWS Enterprise Support

About the role

As a Premium Support BDM in AWS Enterprise Support, you will drive the go-to-market (GTM) efforts for AWS Support offerings, focusing on increasing adoption of paid support solutions among AWS customers while maintaining target margin performance. You will engage customers to understand their needs, pain points, and obstacles related to Premium Support (e.g., Enterprise Support or Unified Operations), refine the Support proposition, and design experiments to drive commercial innovation. Your role will involve quantifying the impact of Support on AWS platform adoption, estimating ROI, and accelerating customer cloud adoption. You will also enable the sales team to articulate the Support value proposition and collaborate with partners to pilot new offerings.

Responsibilities

• Engage customers, partners, and field teams to measure customer value and pain points in adopting Enterprise Support and Unified Operations Services, as well as new products launched throughout the year.
• Analyze drivers of Enterprise Support Services adoption and identify levers for improvement.
• 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 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.
• 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.
• 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 Global Services includes experts across AWS who help customers design, build, operate, and secure their cloud environments. The team supports customers through AWS Professional Services, Training and Certification, Support and Managed Services, and Security Assurance Services. You’ll join a diverse team of technical experts in dozens of countries, helping customers achieve more with the AWS cloud. AWS Enterprise Support provides 24/7 technical support, a designated Technical Account Manager, architecture reviews, and operations support using AWS best practices. The team serves large enterprises, public sector companies, and fast-growing businesses.

Why AWS?

• Diverse Experiences: AWS values diverse backgrounds and encourages candidates with non-traditional career paths to apply.
• Inclusive Team Culture: Employee-led affinity groups and inclusion events foster collaboration and innovation.
• Mentorship & Career Growth: Access to knowledge-sharing, mentorship, and resources to develop professionally.
• Work/Life Balance: Flexible working culture to support harmony between work and personal life.

Pay

The base salary range for this position varies by location:

• USA, GA, Atlanta: $147,900 - $200,100 USD annually
• USA, IL, Chicago: $147,900 - $200,100 USD annually
• USA, NY, Hicksville: $162,700 - $220,200 USD annually
• USA, TX, Dallas: $147,900 - $200,100 USD annually
• USA, WA, Seattle: $147,900 - $200,100 USD annually

Compensation includes sign-on payments and restricted stock units (RSUs). Final compensation is determined by experience, qualifications, and location.

Benefits

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

Learn more about benefits at amazon.jobs/en/benefits.