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 partners with leading companies to deliver world-class support, ensuring customer success. AWS Support is a self-standing business with revenue and P&L responsibility, serving customers in over 190 countries.

As a Premium Support BDM, you will own the go-to-market (GTM) strategy for AWS Support, increasing adoption of paid support offerings (e.g., Enterprise Support, Enterprise On-Ramp) while maintaining target margins. You will engage customers to understand their support needs, identify pain points, and refine the Support value proposition. Your role includes designing experiments for commercial innovation, quantifying the impact of Support on AWS platform adoption, and enabling sales teams to articulate the Support value proposition. You will also collaborate with partners to pilot new Support offerings and drive end-to-end deals with the sales organization.

Responsibilities

• Engage customers, partners, and field teams to measure customer value and pain points in adopting Enterprise Support Services (Enterprise Support, Enterprise On-Ramp, Migration Services, and new products).
• Analyze drivers of Enterprise Support Services adoption and identify improvement levers.
• Design and execute controlled experiments to drive Enterprise Support Services adoption.
• Review and analyze Enterprise Support Services pricing and costing to ensure customer savings.
• 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 field teams 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 technical and non-technical executive audiences.
• 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, including forecasting workforce needs and leveraging analytics.
• 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

Amazon offers comprehensive benefits, including:

• Health insurance (medical, dental, vision, prescription, Basic Life & AD&D, and optional 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).