Principal BD, Betting & Gaming

DESCRIPTION

Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, Betting & Gaming (B&G) industry background, technical acumen and sales skills necessary to help position AWS as the cloud provider of choice for our Betting & Gaming customers? Do you love building new strategic and data-driven businesses? Do you want to join one of the fastest-growing organizations within AWS? At AWS for Games, our mission is to support games and betting & gaming customers to build and deliver fun, innovative, and successful experiences. We strive to power every game experience in the world with AWS. Our cross-functional Games Industry team focuses on increasing technology adoption of cloud computing by engaging directly with technical leaders, C-level executives and influencers at all levels.

As a Principal Business Development (BD) Manager, Betting & Gaming, EMEA, you will own the adoption, utilization, and line of business revenue for AWS B&G customers in EMEA. You will gather customer and industry requirements and engage with AWS product teams to innovate, develop, and deliver AWS and AWS Partner offerings for our Betting & Gaming customers in EMEA. AWS Principal BD Managers are technically savvy specialists responsible for identifying opportunities to innovate with customers, influencing the AWS service and solutions roadmap, and driving revenue for specific AWS services and solution areas. As the Principal BD Manager, Betting & Gaming, EMEA, you will own, develop, and implement technical go-to-market plans and sales plays for new or existing services, and drive customer and partner engagements, by participating in AWS field enablement activities for our B&G customers and partners in EMEA. You will also identify gaps in AWS products or feature sets based on customer insights and partner with internal service and solutions teams to win strategic customer workloads and drive business revenue in EMEA. As the Principal BD Manager, Betting & Gaming, EMEA you will have an exciting opportunity to shape and deliver our worldwide strategy for the Betting & Gaming industry with particular focus on the EMEA market.

The ideal candidate will possess a business background that enables them to interact effectively at the CxO/VP/Studio Director level and with product teams. They will also have a strong technical understanding that allows them to effectively engage with CTOs and other technical stakeholders and convey technical concepts. They will be able to think strategically and analytically and communicate compelling value propositions for customers and partners. They will have a passion for new and emerging technologies, and the ambition to shape the future to benefit our Betting & Gaming customers in EMEA. They will have familiarity with the Betting & Gaming industry vernacular and business processes and, perhaps most importantly, a passion for the Betting & Gaming industry.

The AWS Industries team is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers in their cloud journeys and work backwards from their industry-specific needs to transform their businesses and industries. Our team focuses on business outcomes and industry use cases on behalf of our customers, whether that is how we build products and solutions, how we sell, how we deliver, or how we partner.

Key job responsibilities
* Establish strategic, technical, and business relationships with operators, suppliers, regulators, and other key stakeholders in EMEA in order to drive cloud and service adoption
* Educate and evangelise the Betting & Gaming ecosystem in key EMEA markets on technical matters and how companies can grow by leveraging AWS services and go-to-market programmes
* Serve as a key member of the global Betting & Gaming team and contribute to the overall AWS market and technical strategy for AWS Betting & Gaming globally
* Prepare and deliver data-driven business reviews to senior management about progress, achievements, and roadblocks in EMEA for Betting & Gaming
* Partner with Sales Leaders in EMEA for segment and strategic planning, and with AWS Betting & Gaming Account Managers for account planning in EMEA
* Execute strategic initiatives for AWS Betting & Gaming, while collaborating with key internal stakeholders internationally
* Moderate to high travel will be required.

A day in the life
You will drive AWS adoption and revenue growth in the Betting and Gaming vertical by collaborating with field marketing, account teams, solutions architects and partners. You'll engage with key industry stakeholders including but not exclusive to operators, suppliers, regulators, and ISVs. Core responsibilities include helping customers onboard to AWS, developing market intelligence, accelerating workload migrations, and supporting enterprise business transformation. The role involves frequent customer interaction and requires regular performance reporting.

About the team
We are a global team of games industry specialists, supporting the leading games accounts in the world. Our team members geographically dispersed across North America, EMEA and Asia Pacific / Japan. We collaborate closely as the games industry, and the betting and gaming vertical are global and interconnected in nature.

The goals of our team are to support the AWS account teams in achieving revenue growth targets for the accounts grouped by geos and regions. The support which we provide is for industry expertise for overall account planning and development, AWS Partner Network (APN) partner identification, and then proactive engagement for Line of Business opportunity creation thru to launch and revenue. The output goals per geo are based on year on year (YoY) revenue growth.

About AWS

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BASIC QUALIFICATIONS

- Industry experience: Extensive experience in business development, sales or account management within the betting and gaming industry. Proven track record working with clients in the sports betting, iGaming, land-based, lottery or supplier sector along with knowledge of gaming regulations, industry trends and key players
- Cloud technology proficiency: strong understanding of cloud technologies and their applications in the betting and gaming space.
- Demonstrated ability to identify, qualify, and close high-value deals in a competitive market and proven experience in growing business within strategic accounts, with an understanding of account planning, relationship management, and long-term engagement. Ability to understand customer needs and develop tailored solutions that address specific challenges in the gaming and betting industry. Experience in managing customer engagements, leading presentations, and negotiating contracts.
- Strong analytical skills, with the ability to translate data into actionable insights and strategies.
- Proven experience working with cross-functional teams, including sales, engineering, product management, and marketing, to deliver complex solutions. Ability to collaborate effectively in a fast-paced environment and align internal stakeholders with customer goals.
- Professional proficiency in English with excellent verbal and written communication skills and the ability to convey complex concepts to technical and non-technical audiences. Skilled at creating compelling presentations and presenting to senior-level executives.

PREFERRED QUALIFICATIONS

- Experience selling to Fortune 1000 or Global 2000 organizations
- Experience working with clients across different regions, with an understanding of regional regulatory landscapes and cultural nuances in the betting and gaming sector.
- Familiarity with data analytics tools and platforms used in betting & gaming to enhance player insights, personalization, and operational efficiencies.
- Experience in leveraging cloud services (e.g., compute, storage, AI/ML, data analytics) to address customer needs in real-time player engagement, security, and scalability. Cloud certification (AWS, Azure, GCP) or relevant experience preferred.
- Proven leadership, problem solving and strong attention to detail
- Strong project management skills and experience working with cross-functional, international teams
- Bachelors Degree in Business, Marketing, Computer Science or a related field & MBA

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