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Business/engineering background (e.g., an undergraduate business, engineering/math degree), with an advanced business degree (e.g., MBA, MS) or equivalent sales and/or business development experience in technology (software/hardware). - Experience in executing campaigns for defined market segments with a strong pipeline creation track record. As well as experience of working backwards from customer/market needs and creating campaigns that address these needs. - Experience of driving consensus around and across virtual teams and multiple functions through writing compelling proposals. - Experience in and around customer journeys of migrating legacy workloads - Familiarity with the 7Rs model of Applications and experience of conversations/campaigns around this topic.
Migrations & Modernizations continue to be a top strategic priority next only to the security and operational performance of the AWS platform. Migrations & Modernizations (M&M) are a key focus of our business and a critical element of customer success. Customers’ decisions are driven by compelling events such as a cost-objectives, target dates to exit and consolidate data centers, or end of life hardware and software. But Boards of Directors expect more than just cost savings and efficiency. Even though customers are achieving 25-50% savings in AWS vs. on premises costs, they want to be able to move faster as businesses and transform customer experiences. They want to deliver digital transformations and modernize their businesses. And they want to re-invest cost savings to drive new innovations and business models. The M&M BDs play a crucial customer facing role, engaging with customer executives to define large scale migration and transformation programs. The M&M BDM is expected to build and deliver at-scale GTM (Go to Market) campaigns and define the M&M strategy for a specific country, segment or industry.
Key job responsibilities
Key job responsibilities of the Migration and Modernization (M&M) Business Developer (BD) - We require M&M BDs to play a crucial customer facing role, expected to engage with customer executives to define large scale migration and transformation programs. - Build and deliver at-scale GTM (Go to Market) Campaigns; clearly defines the M&M strategy for a specific country, segment or industry orchestrates the country/segment/industry efforts in securing large Migrations and Modernization deals. Work with and influence the way of working with Account Teams, Migration SA, ProServe, Partner team, Cloud Economics, driving progress in the migrations business for their particular focus area. Engage in Market shaping activities, webinars, external representations to Advisors, Client, Partner & Analyst communities and support the country/segment/industry in building pipeline. - Support Sales leaders and Account teams in integrating M&M programs into their plans, customer journeys and support teams in discussions with customers. - Emphasize a collaborative approach with the Partner team, dedicating efforts to educate and support partners. - Demonstrate ability to think strategically and analytically about complex multi-year Migration & Modernization journeys, architecture considerations, program risks and costs as well as technical challenges; and the ability to build and convey compelling business cases, challenge status-and work with a wide range of stakeholders and specialists internally and externally to orchestrate the deals that are commercially viable and can offer a competitive option against competitors. - Leverage the MAP program, and other relevant programs or commercial constructs based upon customer needs, with underlying mechanisms through commercial structures, business cases, Legal Terms and Conditions. - As part of the France + Europe South M&M team, enable our clients’ goals through accelerated migration to AWS. - Support France + Europe South's effort to engage the market with M&M stories and pipeline. - Create repeatable proposals for specific workloads and strategies, while working backwards from our customers’ needs and provide a clearly articulated solution - Participate actively in activities, events, Executive briefings in articulating strategy and technical value of the AWS journey and creating a pipeline - Position our approach in highly competitive scenarios. - Remove barriers and bring in appropriate resources to drive solutions for technical questions. - Escalate early, where required, to ensure AWS delivers best value to our clients. - Create constructs suited for the client, drawing upon a variety of incentives program available to the client. - Work with our M&M colleagues in EMEA/WW and provide feedback/proposals to modify the program according to the needs of our clients/market
About the team
Working knowledge of the Sales/business development practices, cloud technical certifications. Specific Industry accreditation. Multilanguage skills (English, French, Spanish, Italian).
