Sr. Business Innovation Advisor, NAMER BD

About the role

The NAMER Business Development (BD) organization houses the Business Innovation (BI) team, which includes Business Innovation Advisors (BIAs). BIAs bring domain experience, expertise, and proven methods to: (i) proactively surface and shape transformation priorities with LOB executives, jumpstarting opportunity creation for workloads that inspire customers to lean in with AWS AI and cloud services; and (ii) accelerate adoption and launch of qualified opportunities by bridging business value to technical feasibility.

Responsibilities

• Lead discovery workshops with prospective and existing customer leadership and their teams to understand business goals, challenges, and transformation priorities across industries
• Build CFO-grade business cases that quantify transformation ROI using customer-specific data, including ROI, TCO, NPV, and unit economics analysis to justify investment in AWS solutions
• Craft and deliver high-impact, executive-level narratives and presentations for CxO and LOB audiences that reframe customer priorities from “technology project” to “business transformation”
• Conduct process decomposition of complex enterprise operations (order-to-cash, claim-to-resolution, design-to-manufacture) to identify AI-addressable opportunities and sequence them by value impact
• Develop and execute customer-specific transformation roadmaps and strategic points of view (SPOVs) that inspire customers to adopt AWS AI and cloud services
• Partner with account teams to shape deal structures contributing to commercial strategy with quantified value rationale
• Create reusable value frameworks, engagement kits, ROI calculators, and discovery guides that enable account teams to execute value-based selling motions independently across their territories
• Provide thought leadership, training, and consultative partnering with internal sales and cross-functional teams throughout and beyond the sales cycle to instill value selling practices
• Conduct competitive benchmarking and industry research to maintain current knowledge of industry KPIs, transformation benchmarks, and market trends that inform customer engagements
• Track and validate value realization with customers post-engagement, connecting initial business case projections to measurable deployment outcomes to fuel expansion and renewal conversations
• Act as a trusted advisor to sales leadership by providing guidance on account strategies and helping prioritize strategic pursuits
• Contribute to external thought leadership through webinars, whitepapers, summit sessions, and customer reference development

Qualifications

• Bachelor's degree, or 5+ years of professional or military 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
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience explaining complex technical concepts to various business and technical audiences