Senior Business Development Manager, Business Development, AWS Enterprise Support

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 critical to customer success, working with global customers building mission-critical applications on AWS services.

AWS is one of Amazon’s fastest-growing businesses, serving customers in over 190 countries and reshaping how enterprises consume IT. Customers include innovative startups like Netflix, Pinterest, and Airbnb, as well as global enterprises such as Shell International, Unilever, and Samsung. AWS Enterprise Support provides 24/7 access to technical support engineers, a designated Technical Account Manager, architecture reviews, operations support, and a Support Concierge for administrative and billing inquiries.

About the role

As a Premium Support BDM, you will drive the go-to-market strategy for AWS Enterprise Support, increasing adoption of paid support offerings while maintaining target margins. You will engage customers to understand their support needs, identify pain points, and refine the Support proposition through differentiated offerings and value-driven experiments. Your role includes quantifying the impact of Support on AWS platform adoption, estimating ROI, and accelerating customer cloud adoption. You will enable the sales team to sell the Support value proposition and work with partners to pilot 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 collaborate across functions and geographies to uncover insights and translate them into tangible business value.

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 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, including 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 technologies (Compute, Edge, Hybrid, Security, Networking).
• 5+ years of experience with business application technologies (End User Compute, Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, or Communication Developer Services).
• 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 - $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 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.