Global Services Strategic Business Development Lead, Global Services GTM/BD Job ID: 2826449 | Amazon Web Services Australia Pty Ltd
Global Services (GS) plays a central role in our customers' transformative cloud journeys, deeply integrating people expertise and technology capabilities at scale to shape customers' end-to-end experiences with AWS. Across our key customer adoption success services - Training & Certification, Professional Services, Support Operations, Managed Services and Security - our builders make an impact every day across millions of individuals and thousands of customers ranging from Start-ups to Enterprises. Together with AWS Partners, our work enables and accelerates customers, unlocks value, drives AWS adoption, and helps transform businesses and public sector organizations across the globe, and we are propelled by our pursuit to be a differentiator when customers are evaluating cloud providers. The impact Global Services has on customers is as diverse as it is significant, helping them upskill their workforce, and with landing, operating, modernizing, and transforming their workloads on AWS, with value-add partners and security embedded throughout.
The Global Services Business Development Lead is responsible for assigned strategic business development initiatives/activities for Global Services. These business development activities may pertain to business development around top AWS customers, top AWS opportunities/deals, top AWS partners, for specific GS offerings, or another strategic BD goal. For the assigned initiative and goals, the role is responsible for developing a business development plan partnering with the relevant stakeholders, executing the plan, and delivering results, which typically will include new qualified pipeline creation and winning deals. The role needs to be a self-starter, very comfortable venturing into new GTM motions, offerings, and new target customer and/or partner cohorts. The role needs to have high analytical and problem-solving ability, an ability to quickly learn and become an expert in a new area/domain, and put together and execute an efficient/frugal business development plan that achieves outcomes outlined working back from customers.
The right candidate will have demonstrated experience in thinking big with the customer c-suite and influencing strategic cloud adoption decisions and adoption roadmaps with the customer c-suite, lines of business leaders, CEOs, and their Board. Relevant previous experience in a technology products/services organization in a strategic business development role working with customers and partners is required. Experience with AWS services and how various capabilities in Global Services help drive AWS adoption of AWS will also be very helpful for a fast-start. The role will need a strong analytical acumen, synthesis, structuring, and problem-solving skills to translate ambiguous and incomplete information into actionable business development plans and deliver results. The role will need to be 'right a lot' and have a bias for 'invent' and 'simplify.' Demonstrated experience in cross-functional stakeholder management and alignment, strong communications and influencing skills, a customer-obsessed, collaborative approach, and strong data/metrics bias is needed to be successful in this role.
Key job responsibilities Develop business development plan for assigned initiatives (e.g., top deals, top customers, top partners, offerings, etc.) Lead business development activities with the AWS and GS sales teams and partners to develop qualified large cloud opportunities demand working with the customer c-suites Partner with stakeholder teams and partners to develop and present compelling proposals, influence customer c-suite and the Board, and secure lighthouse customer wins Secure and publish lighthouse customer references partnering with Marketing Test and double down on GTM motions that work. Codify these into sales plays for use by AWS and GS sales teams Partner with the GS Business Analyst team to codify propensity model(s) for customer prospecting Become the subject expert, a thought leader and an evangelist for the assigned initiatives/domain areas. Present at the relevant internal and external 1:many customer and partner events to drive awareness and demand BASIC QUALIFICATIONS 10+ years of relevant experience in GTM, sales, business development, or product roles at a technology products and services company 5+ years of experience in strategic business development roles with customer c-suite with demonstrated results 3+ years of experience in partner business development roles with demonstrated results Able to write and execute a high quality, focused business development plans to secure early lighthouse customer wins and references Deep vertical expertise in at least one high potential industry domain, from among Financial Services; Healthcare & Life Sciences; Retail & CPG; Automotive & Manufacturing; Media, Entertainment, Games & Sports; Energy & Utilities; Travel & Hospitality; or Public Sector PREFERRED QUALIFICATIONS 15+ years of relevant experience in GTM, sales, business development, or product roles at a technology products and services company 7+ years of experience in strategic business development roles with customer c-suite with demonstrated results 5+ years of experience in partner business development roles with demonstrated results Able to write and execute a high quality, focused business development plans to secure early lighthouse customer wins and references Demonstrated aptitude to pick up new BD initiatives or domains, and be able to rapidly learn and become an expert Deep vertical expertise in multiple high potential industry domain, from among Financial Services; Healthcare & Life Sciences; Retail & CPG; Automotive & Manufacturing; Media, Entertainment, Games & Sports; Energy & Utilities; Travel & Hospitality; or Public Sector Experience in global or world-wide roles, including international experience Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer, and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, disability, age, or other legally protected attributes.
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