Global Services Strategic Business Development Lead, Global Services GTM/BDJob ID: 2826449 | Amazon Web Services Australia Pty LtdGlobal 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.The Global Services Business Development Lead is responsible for assigned strategic business development initiatives/activities for Global Services. These activities may pertain to business development around top AWS customers, top AWS opportunities/deals, top AWS partners, or other strategic BD goals. For the assigned initiative and goals, the role is responsible for developing a business development plan, partnering with relevant stakeholders, executing the plan, and delivering results, which typically 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 candidate should have high analytical and problem-solving ability, an ability to quickly learn and become an expert in a new area/domain, and execute an efficient/frugal business development plan that achieves outlined outcomes.The right candidate will have demonstrated experience in thinking big with the customer c-suite and influencing strategic cloud adoption decisions and 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 is required. Experience with AWS services and how various capabilities in Global Services help drive AWS adoption will also be very helpful for a fast start. The role requires strong analytical acumen, synthesis, structuring, and problem-solving skills to translate ambiguous information into actionable business development plans and deliver results. The candidate should have a bias for 'invent' and 'simplify,' and demonstrated experience in cross-functional stakeholder management and alignment, strong communications and influencing skills, and a customer-obsessed, collaborative approach.Key job responsibilitiesDevelop 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 working with the customer c-suitesPartner with stakeholder teams and partners to develop and present compelling proposals, influence customer c-suite and the Board, and secure lighthouse customer winsSecure and publish lighthouse customer references partnering with MarketingTest and double down on GTM motions that work. Codify these into sales plays for use by AWS and GS sales teamsPartner with the GS Business Analyst team to codify propensity model(s) for customer prospectingBecome the subject expert and thought leader for the assigned initiatives/domain areas. Present at relevant internal and external events to drive awareness and demandBASIC 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 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 SectorPREFERRED 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 high quality, focused business development plans to secure early lighthouse customer wins and references- Demonstrated aptitude to rapidly learn and become an expert in new BD initiatives or domains- Deep vertical expertise in multiple high potential industry domains, 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 experienceIDE statementAmazon 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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