Premium Support Business Development Manager, Business Development, Premium Support
DESCRIPTION
Sales, Marketing and Global Services (SMGS)
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the enterprise-level customers. The AWS Global Support team interacts with leading financial institutions and believes that world-class support is critical to customer success.
AWS is one of Amazon's fastest growing businesses, servicing customers in more than 190 countries, reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global financial systems. AWS customers include some of the most innovative Startups like Robinhood, Stripe, and Coinbase, as well as some of the largest global enterprises like Nasdaq, S&P Global, and FINRA. We help global and local enterprises to use cloud to remediate their technical debt and build new innovative businesses.
AWS Enterprise Support provides our customers with one-on-one, fast-response support channel that is staffed 24x7x365 with experienced and technical support engineers; Enterprise support provides a designated technical account manager to the customer and provides entitlements such as architecture review, operations support to design, build, and operate cloud environments leveraging AWS best practices; and a designated Support Concierge for administrative and billing inquiries.
Enterprise customers rely on Support when running their business critical workloads on the AWS platform, and our technical account managers and cloud support engineers are the primary daily touch-point for those customers. Customers include very large Enterprises, Public Sector companies, as well as fast growing businesses and Internet companies. Unlike most support organizations, AWS Support is a self-standing business with revenue and P&L responsibility and one of the fastest growing businesses within AWS.
As Premium Support BDM, you will be part of the Global Financial Services (GFS) team. The GFS team is responsible for strategic accounts and industry business units across global verticals for Financial Services. You will support the Premium Support strategy and own driving the go-to-market (GTM) efforts for Finance Services vertical, 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 engage our customers to understand why they need Premium Support solutions (or why not; e.g. Enterprise Support or Enterprise On-Ramp), what are the pain points and obstacles in their current support offering. 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.
The ideal candidate will possess a keen business sense and exceptional analytical skills, is able to articulate and communicate a clear value proposition across customers, partners, and within the AWS organization, and is comfortable working across internal functions and geographies. The candidate will be naturally curious, going beyond the obvious to discover unexpected insights and translate those into tangible business value.
Key job responsibilities
• Engage customers, partners, and field teams to deeply understand and measure customer value and pain points in adoption of Enterprise Support Services (Enterprise Support, Enterprise On-Ramp, Migration Services, plus other new products launched throughout the year)
• Analyze drivers of Enterprise Support Services adoption and identify levers for improvement
• Identify, design and execute controlled experiments in driving Enterprise Support Services adoption
• Review and analyze Enterprise Support Services pricing and costing, ensuring savings are passed on to our customers
• Quantify impact of Enterprise Support Services adoption on AWS Platform adoption, estimate the ROI of Support investments in accelerating AWS platform adoption
• 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 Sales, Premium Support, and Enterprise
• Prepare and present business reviews to the senior Sales and BD management team
• Drive Enterprise Support Services deals end to end with Sales
About the team
Why AWS?
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.
About AWS
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Work/Life Balance
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Mentorship & Career Growth
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BASIC QUALIFICATIONS
- 6+ years of developing, negotiating and executing business agreements experience
- 6+ years of professional or military experience
- 6 + years of experience in a role focused on creating and implementing organizational strategies for financial services enterprise customers
- Bachelor's degree
PREFERRED QUALIFICATIONS
- Experience (3+ years) in the Financial Services industry
- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy_page) to know more about how we collect, use and transfer the personal data of our candidates.
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.
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