Senior Business Development Manager, Business Development, AWS Enterprise Support

Sales, Marketing and Global Services (SMGS) at AWS 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 provide world-class support critical to customer success, interacting with customers building mission-critical applications on AWS services. AWS is one of Amazon’s fastest-growing businesses, serving customers in over 190 countries and powering developers building the next generation of global industry leaders.

About the role

As a Premium Support BDM, you will support the Enterprise Support organization’s go-to-market (GTM) strategy for paid support offerings, including Enterprise Support and Enterprise On-Ramp. You will engage customers to understand their support needs, pain points, and obstacles, then identify opportunities to refine AWS’s support proposition—such as differentiated offerings, value, and ROI versus price. Your work will include designing and executing controlled experiments to drive commercial innovation, quantifying the impact of support on AWS platform adoption, and estimating ROI to accelerate customer cloud adoption.

You will enable the sales team to articulate the support value proposition, engage partners to pilot new offerings, and drive end-to-end support deals. The role requires a keen business sense, exceptional analytical skills, and the ability to communicate a clear value proposition across customers, partners, and internal teams. You will collaborate with stakeholders across Commercial/Public Sales, Premium Support, and Enterprise to present business reviews to senior leadership.

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 levers for improvement.
• Design and execute controlled experiments to drive adoption of Enterprise Support Services.
• 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 training programs and materials for the field team to articulate the support value proposition.
• Work with stakeholders across Commercial/Public Sales, Premium Support, and Enterprise to prepare and present business reviews.
• 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 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 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, including forecasting workforce needs and leveraging analytics for program decisions.
• 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).