Senior Business Development Manager, Business Development, AWS Enterprise Support
Amazon Web Services (AWS) · San Diego, CA · 1 mo ago
Information TechnologyFull-time
We need to output HTML fragment with sections: headings for section headings like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Use
for section headings like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Use - for any list of duties/requirements/benefits, and
for prose. Do NOT repeat job title as heading. Do NOT put Job ID/requisition numbers as headings. Remove boilerplate, navigation, legal, EEO, equal-opportunity, scam-warning, duplicated lines, application instructions. Preserve all substantive info; do not invent or summarize away detail. Include a section only when posting has real, specific content for it — never emit heading followed by filler/placeholder text (e.g., "commensurate with experience", "not specified", "N/A", "varies", "TBD") and never create Pay/Schedule/Benefits sections unless posting actually states them. Prefer few substantive sections over many thin ones.
We need to parse the description and extract sections.
The posting includes:
- Description (intro about AWS Applied AI Solutions, vision, etc.) This is prose.
- "As Premium Support BDM, you will be part of the Enterprise Support organization..." This is responsibilities.
- "The ideal candidate will possess a keen business sense..." This is qualifications/requirements.
- "AWS Global Services ..." maybe part of description.
- "Key job responsibilities" list bullet points.
- "About The Team" with subsections: Diverse Experiences, Why AWS, Work/Life Balance, Inclusive Team Culture, Mentorship and Career Growth. These could be considered sections but we only have allowed headings: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. The instructions say use
for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). So we should map content to those headings. Likely we need sections: About the role (intro), Responsibilities (key job responsibilities), Requirements (basic qualifications), Qualifications (preferred qualifications), Skills maybe not explicit, Benefits (benefits described), Pay (salary range), Schedule maybe not present.
We must not create sections with placeholder text. So if Pay is present (salary range), we include Pay section. Benefits present (description of benefits). Schedule not present, so omit.
We must not repeat job title as heading. The job title is not given explicitly but maybe "Premium Support BDM". We'll not repeat.
We must not include Job ID/requisition numbers.
We must remove boilerplate: EEO, equal opportunity, scam-warning, etc. Also remove "Amazon is an equal opportunity employer..." and the Los Angeles County stuff, accommodation link, etc. Also remove "Learn more about our benefits at ..."? That is maybe part of benefits but we can keep benefits description but maybe remove the link? The instruction: remove cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate, duplicated lines, and application instructions. The link to benefits might be considered application instruction? It's a reference; but it's not strictly required. Might be okay to keep but safer to remove links? The instruction says preserve ALL substantive information; do NOT invent or summarize away detail. The link is not substantive? It's a reference; could be considered boilerplate. I'd remove the link.
Also remove "If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner." That's application instruction.
Also remove "Our inclusive culture empowers Amazonians..." maybe part of About The Team but could be considered substantive? It's about culture; maybe keep under About the role? But we have limited headings. Could incorporate into About the role.
We need to output only HTML fragment, no /, no markdown fences.
We'll structure:
About the role
...intro about AWS Applied AI Solutions vision, Premium Support BDM role, etc.
Responsibilities
- ...list items from "Key job responsibilities" plus maybe earlier responsibilities paragraph.
Requirements
- ...basic qualifications list.
Qualifications
- ...preferred qualifications list.
Skills
maybe not present; we could omit if no specific skills beyond qualifications. The instruction: prefer few substantive sections over many thin ones. If Skills not present, omit.
Benefits
- ...benefits description (health insurance, 401(k) matching, paid time off, parental leave, etc.)
Pay
...salary range for locations: USA, CA, San Diego - $147,900 - $200,100 USD annually; USA, GA, Atlanta - $147,900 - $... (cut off). The text cut off at "USA, GA, Atlanta - 147,900.00 - 2". Likely missing rest. We have incomplete data. Should we include? It's present but incomplete. Might be considered placeholder? It's a range but cut off. Might be better to omit Pay if incomplete? The instruction: never emit a heading followed by filler/placeholder text (e.g., "commensurate with experience", "not specified", "N/A", "varies", "TBD") and never create Pay/Schedule/Benefits sections unless the posting actually states them. The posting does state a base salary range for this position is listed below. Then gives two locations with ranges, but second is truncated. It's still stating a range, albeit incomplete. I'd include what we have.
We could present as
USA, CA, San Diego: $147,900 - $200,100 USD annually; USA, GA, Atlanta: $147,900 - $... (incomplete)
. But that includes incomplete. Might be better to just include the complete one and note that other locations have similar ranges? However we must preserve ALL substantive information; we cannot invent or summarize away detail. If we omit the Atlanta range, we are summarizing away detail (omitting). But we could include the text as is, even if truncated. It's still substantive (though incomplete). I'd include the exact text: "USA, CA, San Diego - 147,900.00 - 200,100.00 USD annually USA, GA, Atlanta - 147,900.00 - 2". That's weird but it's what we have.
Maybe better to just include the two lines as given.
Now we need to strip out fluff.
Let's extract substantive content.
Intro description:
"As part of the AWS Applied AI Solutions organization, we have a vision to provide business applications, leveraging Amazon’s unique experience and expertise, that are used by millions of companies worldwide to manage day-to-day operations. We will accomplish this by accelerating our customers’ businesses through delivery of intuitive and differentiated technology solutions that solve enduring business challenges. We blend vision with curiosity and Amazon’s real-world experience to build opinionated, turnkey solutions. Where customers prefer to buy over build, we become their trusted partner with solutions that are no-brainers to buy and easy to use. AWS is one of Amazon’s fastest growing businesses, servicing customers in more than 190 countries, reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global industry leaders. AWS customers include some of the most innovative Startups like Netflix, Pinterest, Spotify, Airbnb, and Instagram as well as some of the largest global enterprises like Shell International, Unilever, Hitachi, Sharp, Bristol-Myers Squibb, and Samsung. We help global and local enterprises to use cloud to remediate their technical debt and build new innovative businesses. AWS Enterprise Support provides our customers with one-on-one, fast-response support channel that is staffed 24x7x365 with experienced and technical support engineers; Enterprise support provides a designated technical account manager to the customer and provides entitlements such as architecture review, operations support to design, build, and operate cloud environments leveraging AWS best practices; and a designated Support Concierge for administrative and billing inquiries. Enterprise customers rely on Support when running their business critical workloads on the AWS platform, and our technical account managers and cloud support engineers are the primary daily touch-point for those customers. Customers include very large Enterprises, Public Sector companies, as well as fast growing businesses and Internet companies. Unlike most support organizations, AWS Support is a self-standing business with revenue and P&L responsibility and one of the fastest growing businesses within AWS. As 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 our customers to understand why they need Premium Support solutions (or why not; e.g. Enterprise Support or Enterprise On-Ramp), what are the pain points and obstacles in their current support offering. You will identify areas for sharpening our Support proposition (e.g. a differentiated offering, value and return on investment vs price) and design and execute controlled experiments driving commercial innovation. You will quantify the impact of Support in driving AWS platform adoption, estimate the ROI, and design and execute initiatives to help accelerate our customer cloud adoption journey. You will enable the sales team to drive the day-to-day interactions with prospects, selling the Support value proposition, in order to build long-term business opportunity. You will engage partners to develop and pilot new Support offerings via the partner ecosystem."
That's a lot; we can keep as prose under About the role.
Then "The ideal candidate will possess a keen business sense and exceptional analytical skills, is able to articulate and communicate a clear value proposition across customers, partners, and within the AWS organization, and is comfortable working across internal functions and geographies. The candidate will be naturally curious, going beyond the obvious to discover unexpected insights and translate those into tangible business value." This could be under Requirements or Qualifications? It's more like desired attributes; could be under Requirements.
Then "AWS Global Services AWS Global Services includes experts from across AWS who help our customers design, build, operate, and secure their cloud environments. Customers innovate with AWS Professional Services, upskill with AWS Training and Certification, optimize with AWS Support and Managed Services, and meet objectives with AWS Security Assurance Services. Our expertise and emerging technologies include AWS Partners, AWS Sovereign Cloud, AWS International Product, and the Generative AI Innovation Center. You’ll join a diverse team of technical experts in dozens of countries who help customers achieve more with the AWS cloud." This is more about team; could be under About the role as well.
Then "Key job responsibilities" list:
- Engage customers, partners, and field teams to deeply understand and measure customer value and pain points in adoption of Enterprise Support Services (Enterprise Support, Enterprise On-Ramp, Migration 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
for prose. Do NOT repeat job title as heading. Do NOT put Job ID/requisition numbers as headings. Remove boilerplate, navigation, legal, EEO, equal-opportunity, scam-warning, duplicated lines, application instructions. Preserve all substantive info; do not invent or summarize away detail. Include a section only when posting has real, specific content for it — never emit heading followed by filler/placeholder text (e.g., "commensurate with experience", "not specified", "N/A", "varies", "TBD") and never create Pay/Schedule/Benefits sections unless posting actually states them. Prefer few substantive sections over many thin ones. We need to parse the description and extract sections. The posting includes: - Description (intro about AWS Applied AI Solutions, vision, etc.) This is prose. - "As Premium Support BDM, you will be part of the Enterprise Support organization..." This is responsibilities. - "The ideal candidate will possess a keen business sense..." This is qualifications/requirements. - "AWS Global Services ..." maybe part of description. - "Key job responsibilities" list bullet points. - "About The Team" with subsections: Diverse Experiences, Why AWS, Work/Life Balance, Inclusive Team Culture, Mentorship and Career Growth. These could be considered sections but we only have allowed headings: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. The instructions say use
for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). So we should map content to those headings. Likely we need sections: About the role (intro), Responsibilities (key job responsibilities), Requirements (basic qualifications), Qualifications (preferred qualifications), Skills maybe not explicit, Benefits (benefits described), Pay (salary range), Schedule maybe not present.
We must not create sections with placeholder text. So if Pay is present (salary range), we include Pay section. Benefits present (description of benefits). Schedule not present, so omit.
We must not repeat job title as heading. The job title is not given explicitly but maybe "Premium Support BDM". We'll not repeat.
We must not include Job ID/requisition numbers.
We must remove boilerplate: EEO, equal opportunity, scam-warning, etc. Also remove "Amazon is an equal opportunity employer..." and the Los Angeles County stuff, accommodation link, etc. Also remove "Learn more about our benefits at ..."? That is maybe part of benefits but we can keep benefits description but maybe remove the link? The instruction: remove cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate, duplicated lines, and application instructions. The link to benefits might be considered application instruction? It's a reference; but it's not strictly required. Might be okay to keep but safer to remove links? The instruction says preserve ALL substantive information; do NOT invent or summarize away detail. The link is not substantive? It's a reference; could be considered boilerplate. I'd remove the link.
Also remove "If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner." That's application instruction.
Also remove "Our inclusive culture empowers Amazonians..." maybe part of About The Team but could be considered substantive? It's about culture; maybe keep under About the role? But we have limited headings. Could incorporate into About the role.
We need to output only HTML fragment, no /, no markdown fences.
We'll structure:
About the role
...intro about AWS Applied AI Solutions vision, Premium Support BDM role, etc.
Responsibilities
- ...list items from "Key job responsibilities" plus maybe earlier responsibilities paragraph.
Requirements
- ...basic qualifications list.
Qualifications
- ...preferred qualifications list.
Skills
maybe not present; we could omit if no specific skills beyond qualifications. The instruction: prefer few substantive sections over many thin ones. If Skills not present, omit.Benefits
- ...benefits description (health insurance, 401(k) matching, paid time off, parental leave, etc.)
Pay
...salary range for locations: USA, CA, San Diego - $147,900 - $200,100 USD annually; USA, GA, Atlanta - $147,900 - $... (cut off). The text cut off at "USA, GA, Atlanta - 147,900.00 - 2". Likely missing rest. We have incomplete data. Should we include? It's present but incomplete. Might be considered placeholder? It's a range but cut off. Might be better to omit Pay if incomplete? The instruction: never emit a heading followed by filler/placeholder text (e.g., "commensurate with experience", "not specified", "N/A", "varies", "TBD") and never create Pay/Schedule/Benefits sections unless the posting actually states them. The posting does state a base salary range for this position is listed below. Then gives two locations with ranges, but second is truncated. It's still stating a range, albeit incomplete. I'd include what we have. We could present as
USA, CA, San Diego: $147,900 - $200,100 USD annually; USA, GA, Atlanta: $147,900 - $... (incomplete)
. But that includes incomplete. Might be better to just include the complete one and note that other locations have similar ranges? However we must preserve ALL substantive information; we cannot invent or summarize away detail. If we omit the Atlanta range, we are summarizing away detail (omitting). But we could include the text as is, even if truncated. It's still substantive (though incomplete). I'd include the exact text: "USA, CA, San Diego - 147,900.00 - 200,100.00 USD annually USA, GA, Atlanta - 147,900.00 - 2". That's weird but it's what we have. Maybe better to just include the two lines as given. Now we need to strip out fluff. Let's extract substantive content. Intro description: "As part of the AWS Applied AI Solutions organization, we have a vision to provide business applications, leveraging Amazon’s unique experience and expertise, that are used by millions of companies worldwide to manage day-to-day operations. We will accomplish this by accelerating our customers’ businesses through delivery of intuitive and differentiated technology solutions that solve enduring business challenges. We blend vision with curiosity and Amazon’s real-world experience to build opinionated, turnkey solutions. Where customers prefer to buy over build, we become their trusted partner with solutions that are no-brainers to buy and easy to use. AWS is one of Amazon’s fastest growing businesses, servicing customers in more than 190 countries, reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global industry leaders. AWS customers include some of the most innovative Startups like Netflix, Pinterest, Spotify, Airbnb, and Instagram as well as some of the largest global enterprises like Shell International, Unilever, Hitachi, Sharp, Bristol-Myers Squibb, and Samsung. We help global and local enterprises to use cloud to remediate their technical debt and build new innovative businesses. AWS Enterprise Support provides our customers with one-on-one, fast-response support channel that is staffed 24x7x365 with experienced and technical support engineers; Enterprise support provides a designated technical account manager to the customer and provides entitlements such as architecture review, operations support to design, build, and operate cloud environments leveraging AWS best practices; and a designated Support Concierge for administrative and billing inquiries. Enterprise customers rely on Support when running their business critical workloads on the AWS platform, and our technical account managers and cloud support engineers are the primary daily touch-point for those customers. Customers include very large Enterprises, Public Sector companies, as well as fast growing businesses and Internet companies. Unlike most support organizations, AWS Support is a self-standing business with revenue and P&L responsibility and one of the fastest growing businesses within AWS. As 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 our customers to understand why they need Premium Support solutions (or why not; e.g. Enterprise Support or Enterprise On-Ramp), what are the pain points and obstacles in their current support offering. You will identify areas for sharpening our Support proposition (e.g. a differentiated offering, value and return on investment vs price) and design and execute controlled experiments driving commercial innovation. You will quantify the impact of Support in driving AWS platform adoption, estimate the ROI, and design and execute initiatives to help accelerate our customer cloud adoption journey. You will enable the sales team to drive the day-to-day interactions with prospects, selling the Support value proposition, in order to build long-term business opportunity. You will engage partners to develop and pilot new Support offerings via the partner ecosystem." That's a lot; we can keep as prose under About the role. Then "The ideal candidate will possess a keen business sense and exceptional analytical skills, is able to articulate and communicate a clear value proposition across customers, partners, and within the AWS organization, and is comfortable working across internal functions and geographies. The candidate will be naturally curious, going beyond the obvious to discover unexpected insights and translate those into tangible business value." This could be under Requirements or Qualifications? It's more like desired attributes; could be under Requirements. Then "AWS Global Services AWS Global Services includes experts from across AWS who help our customers design, build, operate, and secure their cloud environments. Customers innovate with AWS Professional Services, upskill with AWS Training and Certification, optimize with AWS Support and Managed Services, and meet objectives with AWS Security Assurance Services. Our expertise and emerging technologies include AWS Partners, AWS Sovereign Cloud, AWS International Product, and the Generative AI Innovation Center. You’ll join a diverse team of technical experts in dozens of countries who help customers achieve more with the AWS cloud." This is more about team; could be under About the role as well. Then "Key job responsibilities" list: - Engage customers, partners, and field teams to deeply understand and measure customer value and pain points in adoption of Enterprise Support Services (Enterprise Support, Enterprise On-Ramp, Migration 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