Full Job Description
As Premium Support BDM for Startups, you will be part of the Enterprise Support organization and own the go to market strategy for Support across the startup segment. Your goal is to grow adoption of paid Support offerings among startups while maintaining target margins, and to use Support as a lever that accelerates startup growth on AWS. You will engage founders, CTOs, and engineering leaders to understand why they need Premium Support (or why not), what pain points they face as they scale, and what stops them from investing in support earlier. You will sharpen our Support proposition for startups, including differentiated offerings by funding stage, value and ROI versus price, and programs tied to VC and accelerator programs. You will design and run controlled experiments to drive commercial innovation, quantify how Support drives AWS platform adoption and startup retention, and enable the Startups sales team to tell a compelling Support story. You will also work with partners to develop and pilot new Support offerings for startups.
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.
Key job responsibilities
- Engage founders, technical leaders, VCs, accelerators, partners, and Startups field teams to deeply understand and measure customer value and pain points in adoption of Enterprise Support and Unified Operations Services, plus other new products launched throughout the year
- Analyze drivers of Enterprise Support Services adoption across startup stages (seed, Series A through growth, and AI native scale ups) and identify levers for improvement
- Identify, design and execute controlled experiments in driving Enterprise Support Services adoption, such as trials, stage based offers, and launch readiness programs
- Review and analyze Enterprise Support Services pricing and costing, ensuring savings are passed on to our customers and offers fit startup budgets and burn rates
- Quantify impact of Enterprise Support Services adoption on AWS Platform adoption, startup retention, and graduation to larger commitments, 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 startup 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 Startups Sales, Premium Support, Enterprise, and the AWS Activate and VC programs
- Prepare and present business reviews to the senior Sales and BD management team
- Drive Enterprise Support Services deals end to end with Sales
BASIC QUALIFICATIONS
- 5+ years of developing, negotiating and executing business agreements experience
- 5+ years of professional or military experience
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
- Bachelor's degree
- Experience explaining complex technical concepts to various business and technical audiences
- Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
PREFERRED QUALIFICATIONS
- Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate
- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
- Experience designing, implementing, and scaling workforce development programs across large-scale operations, including forecasting workforce needs and leveraging analytics to drive program decisions
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience using analytical tools for workforce metrics and reporting
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, CA, San Francisco - 162,700.00 - 220,200.00 USD annually
