Senior Business Development Manager, Business Development, AWS Enterprise Support

Sales, Marketing and Global Services (SMGS) at AWS is responsible for driving revenue, adoption, and growth from small- and mid-market accounts to enterprise-level customers, including public sector. The AWS Global Support team partners with leading companies to deliver world-class support, ensuring customer success. AWS Support also collaborates with global customers building mission-critical applications on AWS services.

About the role

As a Premium Support BDM, you will be part of the Enterprise Support organization, driving the go-to-market (GTM) strategy for AWS Support. Your role will focus on increasing adoption of paid support offerings (e.g., Enterprise Support, Enterprise On-Ramp) while maintaining target margins and accelerating AWS platform adoption. You will engage customers to understand their support needs, identify pain points, and refine the Support value proposition. Additionally, you will design and execute experiments to drive commercial innovation, quantify the impact of Support on AWS adoption, and enable the sales team to articulate the Support value proposition effectively.

The ideal candidate possesses strong business acumen, analytical skills, and the ability to communicate a clear value proposition across customers, partners, and internal teams. You will work across functions and geographies to uncover insights and translate them into tangible business value.

Responsibilities

• Engage customers, partners, and field teams to understand and measure customer value and pain points in adopting Enterprise Support Services (e.g., Enterprise Support, Enterprise On-Ramp, Migration Services).
• 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 on AWS platform adoption and estimate ROI for 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 teams.
• Prepare and present business reviews to senior Sales and Business Development management.
• Drive Enterprise Support Services deals end-to-end with the Sales team.

Requirements

• 5+ years of experience developing, negotiating, and executing business agreements.
• 5+ years of professional or military experience.
• 5+ years of experience working with Core Cloud Technology Services (e.g., Compute, Edge, Hybrid, Security, Networking).
• 5+ years of experience working with Business Application Technologies (e.g., End User Compute, Supply Chain, Contact Center as a Service, Consumer Data Applications).
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• 5+ years of experience in program management, workforce strategy development, or metrics-driven decision-making.
• Bachelor’s degree.
• Experience developing strategies that influence leadership decisions at the organizational level.
• Experience managing programs across cross-functional teams, building processes, and coordinating release schedules.
• Experience selling enterprise software or cloud-based applications.
• Ability to explain complex technical concepts to diverse audiences (business and technical).
• Experience presenting to executive audiences (technical and non-technical).
• Experience leading complex, multi-year initiatives spanning business and technology.

Preferred Qualifications

• Master’s degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certification.
• Experience interpreting data and making business recommendations.
• Experience identifying, negotiating, and executing complex legal agreements.
• Experience designing, implementing, and scaling workforce development programs for large-scale operations.
• Experience using analytical tools for workforce metrics and reporting.

Pay

• USA, CA, San Diego: $147,900 - $200,100 USD annually
• USA, GA, Atlanta: $147,900 - $200,100 USD annually
• USA, NY, New York: $162,700 - $220,200 USD annually
• USA, OR, Portland: $147,900 - $200,100 USD annually
• USA, TX, Dallas: $147,900 - $200,100 USD annually
• USA, VA, Herndon: $147,900 - $200,100 USD annually
• USA, WA, Bellevue: $147,900 - $200,100 USD annually

Benefits

• Health insurance (medical, dental, vision, prescription, Basic Life & AD&D, with options for 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.
• Sign-on payments and restricted stock units (RSUs).