Amazon Signage ships the #1-rated digital signage media player on Amazon and is expanding fast.
Our customers are business operators across education (higher education and K-12), corporate communications (enterprise), retail, and restaurant/QSR, concentrated in the US.
We are looking for a Business Development Manager to drive the customer-facing go-to-market motion across an assigned set of priority verticals as the business scales into its next phase - from one-time device sales toward durable, expanding customer relationships and software-led growth. Working within the GTM strategy set with your manager and senior BD partners, you will develop deep expertise in how your verticals buy, build the quantitative commercial case that wins and expands accounts, and run the structured discovery and pipeline discipline that turn customer conversations into closed and growing business.
This is a direct-customer role - distinct from our partner-development and channel seats - for someone who pairs genuine customer instinct with developing analytical and narrative rigor: the ability to build a TCO or pricing case, track results against a measurable scoreboard, and bring well-formed product signal back from the field.
Key job responsibilities
- Drive the customer-facing GTM motion for your assigned verticals (higher education, K-12, enterprise/corporate communications, retail, restaurant/QSR), against pipeline, adoption, and expansion targets - executing within the strategy set with your manager and senior BD/GTM partners.
- Build the quantitative commercial case for your accounts and verticals - TCO, ROI, and pricing analysis - translating customer and market data into clear recommendations, not only gathering inputs.
- Engage customers directly from discovery through deployment and expansion across multi-site and multi-unit operators; grow existing accounts, not only land new ones.
- Maintain a KPI scoreboard in the system of record (CRM/pipeline): metric, baseline, target, and review cadence, with a traceable funnel from first contact to close to expansion.
- Run structured customer discovery - surfacing the underlying problem, workflow context, current workaround, and cross-customer signal - and convert it into prioritized, well-formed product input. Be the filter between customers and product, not a pass-through.
- Contribute to repeatable GTM plays and playbooks - vertical use cases, reference deployments, proof points - that the field can reuse.
- Communicate in structured narratives (problem to insight to recommendation to impact) across updates, business reviews, and documents, with clear supporting reasoning.
- Partner with channel/CMS partners, Product Marketing, and Customer Success who serve these verticals; represent Amazon Signage at relevant segment events.
A day in the life
You might open prepping a discovery call with a university IT team weighing a campus-wide rollout, then build the TCO case a QSR franchise group needs to approve a multi-unit expansion. After lunch you update your pipeline scoreboard ahead of a business review, translate three retail customer conversations into a single prioritized product input, and apply a vertical play-pack to your next set of accounts. You work at both altitudes - in front of the customer, and on the quantitative case and pipeline discipline behind them.
About the team
Amazon Signage sits within Amazon Device Solutions, building the hardware, software, and service behind a fast-growing digital-signage business. This role is a direct-customer engine of our go-to-market - driving how Amazon Signage wins, expands, and scales in priority verticals - and partners closely with our partner-development and channel specialists, Product Marketing, Customer Success, and senior business-development leaders.
BASIC QUALIFICATIONS
- Bachelor's degree or equivalent
- 3+ years of business development, partnership management, or sourcing new business experience
- 3+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Experience building and managing a healthy sales pipeline focused on driving revenue, adoption, and market penetration
- Experience using analysis, reporting, modeling, and forecasting to gather data for the purpose of making business decisions
- Experience engaging, verbally and in writing, with internal and external stakeholders to convey complex ideas in a clear, concise manner
- Experience developing and implementing systems and tools utilized for CRM, variable compensation, revenue reporting, forecasting, sales force automation or equivalent
- Experience using customer insights and data to deeply understand target customers and dive deep
PREFERRED QUALIFICATIONS
- Experience working within the channel- and partner community across multiple sales segments
- Experience that includes strong analytical skills, attention to detail, and effective communication abilities, or experience using strong customer service, communication, and interpersonal skills
- Experience communicating to senior management and customers verbally and in writing
- MBA, or experience in account management, project/program management, or buying
- Direct experience in one or more target verticals: education (higher education or K-12), enterprise/corporate communications, retail, or restaurant/QSR.
- Experience selling or scaling combined hardware + software solutions to business buyers, including expansion / land-and-grow motions.
- Experience contributing to repeatable GTM plays or sales playbooks.
- CRM/pipeline fluency (Salesforce or equivalent) and data fluency - pipeline, adoption, and attribution metrics.
- Familiarity with digital signage, AV, commercial-display, device-management segments, or AI services.
- Experience navigating vertical-specific buying - e.g., public-sector / education procurement or franchise / multi-unit purchasing.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, NY, New York - 101,600.00 - 177,800.00 USD annually
