Senior BD - Process Manufacturing, AWS Industry Business Development
About the role
Amazon Web Services (AWS) is a dynamic and rapidly growing business within Amazon, and the leader in providing secure, reliable, scalable, and innovative cloud services that help more than a million businesses across the global scale and grow. We are expanding in several areas, and our Industry team in India is looking for a seasoned industry leader with experience in business development/sales, driving top line growth and overall end-customer technology adoption across Manufacturing Process Industries including Metals, Mining, Minerals and related sectors.
Responsibilities
- Effectively position AWS as a strategic and trusted partner to our India Manufacturing Process Industry customers.
- Coach account teams and help define the strategic direction for top accounts, with a focus on line-of-business solutions and business sponsors.
- Lead pre-sales activities for Manufacturing Process Industry accounts, work with AWS Marketing to support lead-generation and sales-acceleration activities, and influence downstream activities with global and multi-national customers.
- Identify and help define the requirements for new service or packaged offerings, in collaboration with the Manufacturing Process Industry Market Development team, AWS Professional Services, AWS services teams, partners, and Amazon product teams.
- Conduct executive workshops with industry leaders and executives and translate into priority areas for transformation and innovation.
- Effectively position AWS in Manufacturing Process Industries through participation in industry conferences, executive briefings, and other public speaking opportunities.
- Work closely with AWS technical experts in solutioning, developing, and delivering AWS-based solutions to customers.
- Support the AWS Partner Network and key industry technology providers with their solutions and service line offerings developed and running on AWS.
- Understand and exploit the use of Salesforce and internal Amazon systems for campaign tracking and pipeline management.
- Prepare and present business reviews to senior management regarding progress and roadblocks.
Requirements
- 10+ years of technology related sales, business development or equivalent experience
- Bachelor's degree in a relevant field or equivalent work experience
- Experience in verbal and written communication for executive level leaders
- Experience working effectively across cross-functional teams and partnering well with people at all levels within an organization
- 5+ years of experience in customer-related interactions (presentations, building relationships, structuring and providing program oversight, working with partners, statements of work/commercial exposure, business case creation and presentation, and technical pre-sales)
- Demonstrated understanding of Manufacturing Process Industry workflows or value chains, and related technologies including MES, SCADA, PLCs, and Industrial IoT
- Demonstrated understanding of cloud technologies, and their current or future application in Manufacturing Process Industries
Preferred Qualifications
- 10+ years of business development, partnership management, or sourcing new business experience
- MBA, or Bachelor's degree in management, business administration, economics, engineering, marketing
- Experience selling cloud solutions
- Direct professional services or consulting experience in large-scale transformation programs for leading Manufacturing Process Industry companies in India
- Knowledge of the top ISVs and SIs in the Manufacturing Process Industry and their relevant offerings
Skills
The ideal candidates will possess a strong business development/sales background and Manufacturing Process Industry technology experience that will enable them to engage directly with customers, coach sales teams, and lead tactical and strategic initiatives to deliver innovative solutions to the Manufacturing Process Industry.