Senior Business Development Manager, Business Development, AWS Enterprise Support

We need to produce HTML fragment with sections: About the role? The description includes many paragraphs. We need to extract responsibilities, qualifications, benefits, pay, schedule if present. The posting includes "Key job responsibilities" list, "About The Team" (maybe not needed), "Basic Qualifications", "Preferred Qualifications", also salary range and benefits description. Also mention "Work/Life Balance", "Inclusive Team Culture", "Mentorship and Career Growth". Those could be considered Benefits? But they are more about culture. The instruction: include a section ONLY when posting has real, specific content for it — never emit heading followed by filler/placeholder text. So we can include sections: Responsibilities (from "Key job responsibilities"), Requirements (maybe combine Basic and Preferred Qualifications?), Benefits (the benefits description), Pay (salary range), Schedule? Not mentioned. So we omit Schedule. We must not repeat job title as heading. Use

for section headings. Use

• for any list of duties/requirements/benefits. Use

  for prose. We need to preserve all substantive information, not invent or summarize away detail. Remove boilerplate like EEO, scam warning, etc. Also remove duplicated lines, navigation, cookie, legal. Also remove "About The Team" maybe not needed as a section? It could be considered part of description but not a required heading. We could keep it as prose under maybe "About the Team" but not required heading. The instruction: Prefer a few substantive sections over many thin ones. So we could combine "About The Team" into a

  under maybe no heading? But we need headings only for sections we include. Could include a section "About the Team" if we want, but it's not required. Might be better to include only Responsibilities, Requirements, Benefits, Pay. The rest can be in a

  under no heading? But we need to output only HTML fragment; we can have multiple

  and

  sections. The content not under a heading could be just

  after the job description intro? The intro description about AWS Applied AI Solutions etc. That's substantive; we could put that under a heading like "About the role"? But instruction: use

  for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). So we could have an "About the role" section for the introductory description. That seems appropriate. Thus sections: - About the role: introductory paragraphs describing AWS Applied AI Solutions, Enterprise Support, etc. We'll need to preserve all substantive info from that intro, but we can condense? Must not summarize away detail. We need to preserve ALL substantive information; do NOT invent or summarize away detail. That means we cannot omit details; we must keep all info. However we can rephrase? The instruction says "Preserve ALL substantive information; do NOT invent or summarize away detail." So we cannot omit any details; we must keep them. But we can rephrase? Probably we should keep the same sentences. It's okay to keep them as is. Thus we need to include the entire description text (the first big paragraph) under About the role. Then Responsibilities section with list items from "Key job responsibilities". Then Requirements section maybe combine Basic and Preferred Qualifications? Could have two subsections? But we can make a single Requirements section with two lists: Basic Qualifications and Preferred Qualifications. However we need to use

  • for any list of duties/requirements/benefits. So we can have headings inside? Not specified. Could just have one list combining both? But that would lose distinction. Better to have two headings inside? Not allowed because only

    for section headings. Could have

    Requirements and then within that we could have

    stating "Basic Qualifications:" then a list, then another

    "Preferred Qualifications:" then list. That's okay. Benefits section: include the benefits description (health insurance, 401k, PTO, parental leave, etc.) plus maybe work/life balance, inclusive culture, mentorship. Those are also benefits. We'll include them. Pay section: include salary range and mention sign-on payments and RSUs. Schedule: not present, omit. We must remove boilerplate: EEO, equal opportunity, scam warning, etc. Also remove "Los Angeles County applicants:" etc. Also remove "If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner." Also remove "Amazon is an equal opportunity employer..." etc. Also remove "Our inclusive culture empowers Amazonians..." etc? That might be considered boilerplate but it's also part of culture; but it's generic. Might be considered filler. Safer to remove generic statements like "Our inclusive culture empowers Amazonians to deliver the best results for our customers." That's fluff. Also remove "If you have a disability and need a workplace accommodation..." etc. Also remove "Pursuant to the Los Angeles County Fair Chance Ordinance..." etc. Also remove "If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner." Also remove "Learn more about our benefits at https://amazon.jobs/en/benefits." maybe keep? It's a link; could be considered boilerplate but it's a reference. Might be okay to keep? The instruction: remove cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate, duplicated lines, and application instructions. The link to benefits is not exactly boilerplate but could be considered application instruction? It's more info. Might keep. We need to ensure we don't include any duplicated lines. Let's extract the intro description: "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. 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." That's the description. We'll put that under

    About the role

    and then

    ...

    . Now Responsibilities: list from "Key job responsibilities". Let's extract each bullet: - 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 Sales We'll put each as
  • . Now Requirements: Basic Qualifications list: - 5+ years of developing, negotiating and executing business agreements experience - 5+ years of professional or military experience - 5+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience - 5+ years of working with Business Application Technologies, including, but not limited to End User Compute (EUC), Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and/or Communication Developer Services experience - 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience - 5+ years of in program management, workforce strategy development, or metrics-driven decision making experience - 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 various business and technical audiences - Experience presenting to both technical and non-technical executive audiences - Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology Preferred Qualifications list: - Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate - Experience interpreting data and making business recommendations - Experience identifying, negotiating, and executing complex legal agreements - Experience designing, implementing, and scaling workforce development programs across large-scale operations, including forecasting workforce needs and leveraging analytics to drive program decisions - Experience interpreting data and making business recommendations across leadership and cross-functional teams - Experience using analytical tools for workforce metrics and reporting Note there is duplicate "Experience interpreting data and making business recommendations" appears twice; we should deduplicate? The instruction: remove