Senior Premium Support Business Development Manager

4 weeks ago

Sydney, New South Wales, Australia Amazon Full time
Job Summary:

Drive the growth of AWS Enterprise Support by developing and executing strategies to increase adoption of paid support offerings among customers, while maintaining target margin performance.

AWS is one of Amazon's fastest growing businesses, servicing customers in more than 190 countries, reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global industry leaders.

AWS Enterprise Support provides our customers with one-on-one, fast-response support channel that is staffed 24x7x365 with experienced and technical support engineers. Our Enterprise Support team provides a designated technical account manager to the customer and offers entitlements such as architecture review, operations support to design, build, and operate cloud environments leveraging AWS best practices.

Key Responsibilities:
  • Engage customers, partners, and field teams to deeply understand and measure customer value and pain points in adoption of Enterprise Support Services.
  • 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.
  • 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.

AWS values diverse experiences and encourages candidates to apply, even if they do not meet all of the preferred qualifications and skills listed in the job description.

About AWS:
  • AWS is the world's most comprehensive and broadly adopted cloud platform.
  • We pioneered cloud computing and never stopped innovating.
  • Our employee-led affinity groups foster a culture of inclusion that empowers us to be proud of our differences.
  • We strive for flexibility as part of our working culture.
Basic Qualifications:
  • 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.
Preferred Qualifications:
  • Experience interpreting data and making business recommendations.
  • Experience identifying, negotiating, and executing complex legal agreements.

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