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Senior Premium Support Business Development Manager
2 months ago
About the Role
We are seeking a highly skilled and experienced Senior Premium Support Business Development Manager to join our Enterprise Support organization at Amazon. As a key member of our team, you will play a critical role in driving the go-to-market efforts for Support, with the objective of increasing adoption for paid support offerings amongst AWS customers while maintaining target margin performance.
Key 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 to prepare and present business reviews to the senior Sales and BD management team.
- Drive Enterprise Support Services deals end to end with Sales.
Requirements
- 5+ years of developing, negotiating and executing business agreements experience.
- 10+ years of professional or military 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 interpreting data and making business recommendations.
- Experience identifying, negotiating, and executing complex legal agreements.
