As Premium Support BDM, you will be part of the Enterprise Support organization. You will support the Premium Support strategy and own driving the go-to-market (GTM) efforts for Support, 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

BASIC QUALIFICATIONS

- 5+ years of developing, negotiating and executing business agreements experience

- 5+ years of professional or military experience

- 5+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience

- 5+ years of working with Business Application Technologies, including, but not limited to End User Compute (EUC), Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and/or Communication Developer Services experience

- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience

- 5+ years of in program management, workforce strategy development, or metrics-driven decision making experience

- Bachelor's degree

- Experience developing strategies that influence leadership decisions at the organizational level

- Experience managing programs across cross functional teams, building processes and coordinating release schedules

- Experience selling enterprise software or cloud-based applications

- Experience explaining complex technical concepts to various business and technical audiences

- Experience presenting to both technical and non-technical executive 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 Diego - 147,900.00 - 200,100.00 USD annually

USA, GA, Atlanta - 147,900.00 - 200,100.00 USD annually

USA, NY, New York - 162,700.00 - 220,200.00 USD annually

USA, OR, Portland - 147,900.00 - 200,100.00 USD annually

USA, TX, Dallas - 147,900.00 - 200,100.00 USD annually

USA, VA, Herndon - 147,900.00 - 200,100.00 USD annually

USA, WA, Bellevue - 147,900.00 - 200,100.00 USD annually