Senior Business Development Manager, Business Development, AWS Enterprise Support

About the role

AWS Sales, Marketing, and Global Services (SMGS) drives revenue, adoption, and growth from small- and mid-market accounts to enterprise-level customers, including public sector. The AWS Global Support team interacts with leading companies, providing world-class support critical to customer success. AWS Support partners with global customers building mission-critical applications on AWS services.

As a Premium Support BDM, you will support the Premium Support strategy and own go-to-market (GTM) efforts for Support. Your goal is to increase 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 proposition through controlled experiments. You will quantify the impact of Support on AWS platform adoption, estimate ROI, and design initiatives to accelerate cloud adoption. Additionally, you will enable the sales team to sell the Support value proposition and engage partners to develop new offerings.

The ideal candidate possesses strong business acumen, analytical skills, and the ability to articulate a clear value proposition across customers, partners, and internal teams. You will work across functions and geographies to drive commercial innovation and business growth.

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 to customers.
• Quantify the impact of Enterprise Support Services 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, 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.
• Experience explaining complex technical concepts to business and technical audiences.
• 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: $147,900.00 - $200,100.00 USD annually
• USA, GA, Atlanta: $147,900.00 - $200,100.00 USD annually
• USA, NY, New York: $162,700.00 - $220,200.00 USD annually
• USA, OR, Portland: $147,900.00 - $200,100.00 USD annually
• USA, TX, Dallas: $147,900.00 - $200,100.00 USD annually
• USA, VA, Herndon: $147,900.00 - $200,100.00 USD annually
• USA, WA, Bellevue: $147,900.00 - $200,100.00 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).