Business Development Manager

Experience developing strategies that influence leadership decisions at the organizational level
Experience developing, leading, negotiating and executing corporate and/or business transactions
Experience identifying, negotiating, and executing complex legal agreements
Experience negotiating software and services agreements
As a Business Development Manager (BDM), Premium Support Business Development you will be responsible for helping to ensure that we deliver on our Support revenue, adoption, and market penetration goals in EMEA. You will also be responsible for implementing the go-to-market initiatives in EMEA across functional teams, specialist, and partner teams to help scale our business.
As a 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 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.
- Engage customers, partners, and field teams to deeply understand and measure customer value and pain points in adoption of Premium Support products
- Analyze drivers of Premium Support product adoption and identify levers for improvement
- Identify, design and execute controlled experiments in driving Premium Support product adoption
- Review and analyze Premium Support product pricing and costing, ensuring savings are passed on to our customers
- Quantify impact of Premium Support product adoption, estimate the ROI of Support investments in accelerating AWS growth
- 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 Sector, Premium Support, and Enterprise, Startup and others
- Prepare and present business reviews to the senior Sales and BDM management team
- Drive Premium Support deals end to end with Sales

About the team
Inclusive Team Culture
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon conferences. Amazon’s culture of inclusion is reinforced within our 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
Work/Life Balance
Our team puts a high value on work-life balance. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfillment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.
Mentorship & Career Growth
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.
Bachelor's degree
Relevant AWS or other provider technical accreditations
Experience using analytical specific tools such as Quicksight, Tableau or similar