Premium Support Business Development Manager, AWS Enterprise Support

About the role

As a Premium Support BDM within AWS Enterprise Support, you will drive the go-to-market (GTM) efforts for AWS Support offerings, focusing on increasing adoption of paid support services (e.g., Enterprise Support, Unified Operations) while maintaining target margins. You will engage customers to understand their support needs, pain points, and obstacles, then design and execute controlled experiments to refine the Support proposition—such as differentiated offerings, value propositions, and ROI vs. price.

You will 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, engage partners to pilot new offerings, and work across internal functions (Commercial/Public Sales, Premium Support, Enterprise) to drive end-to-end deals.

Responsibilities

• Engage customers, partners, and field teams to measure customer value and pain points in adopting Enterprise Support, Unified Operations Services, and new products.
• Analyze drivers of Enterprise Support adoption and identify levers for improvement.
• Design and execute controlled experiments to drive Enterprise Support adoption.
• Review and analyze Enterprise Support pricing and costing to ensure savings are passed to customers.
• Quantify the impact of Enterprise Support on AWS platform adoption and estimate ROI of Support investments.
• Develop and refine sales collateral, reference cases, and value proofs for customers and partners.
• Drive commercial innovation in Support, including differentiated offerings per customer segment.
• Create Support-related training programs and materials for the field team to articulate the value proposition.
• Prepare and present business reviews to senior Sales and BD management.
• Drive Enterprise Support 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 brings together experts across AWS to help customers design, build, operate, and secure their cloud environments. You’ll join a diverse team of technical experts in dozens of countries, supporting customers in over 190 countries—from innovative startups (e.g., Netflix, Pinterest, Spotify) to global enterprises (e.g., Shell, Unilever, Samsung).

AWS Enterprise Support provides 24/7 technical support, a designated Technical Account Manager, architecture reviews, operations support, and a Support Concierge for administrative and billing inquiries. Unlike most support organizations, AWS Support operates as a self-standing business with revenue and P&L responsibility, making it one of the fastest-growing businesses within AWS.

Why AWS?

• Inclusive Team Culture: AWS values curiosity and connection, with employee-led affinity groups and inclusion events that foster collaboration and innovation.
• Mentorship & Career Growth: Access to knowledge-sharing, mentorship, and resources to develop into a well-rounded professional.
• Work/Life Balance: Flexible working culture that supports harmony between professional and personal life.

Pay

Base salary ranges 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

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

Benefits

• 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.