Bus Dev Manager - Amazon Leo , Amazon Leo B2B, Amazon Leo B2B

Amazon Inc.; Sydney; On-site; AUD 140,000 - 200,000; Full time

Job summary

Amazon Kuiper Australia Pty Ltd is seeking a Bus Dev Manager for Amazon Leo in APJ, leading regional go-to-market and securing enterprise pipeline across Asia-Pacific and Japan.

You will adapt proven sales plays for local markets, build partnerships, and enable regional teams to win business outcomes with Leo’s satellite broadband solution. The role blends strategy, negotiations, and cross-functional leadership.

Qualifications

• 10+ years of developing, negotiating and executing business agreements experience.
• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• 7+ years of working with Data & AI related technologies, including AI/ML, GenAI, Analytics, Database, and/or Storage.

Responsibilities

• Own the regional go-to-market strategy for Asia-Pacific and Japan, identifying industries, segments, and use cases based on local dynamics.
• Adapt proven industry sales approaches for APJ markets, localize positioning, and tailor deal approaches for enterprises.
• Originate and develop enterprise opportunities with major accounts, shaping terms through procurement and regulatory processes.
• Enable local sales teams to position Leo for business outcomes, running trainings and providing repeatable tools.
• Identify APJ-use cases and market opportunities to supplement global playbooks with regional evidence.
• Serve as the voice of APJ within the worldwide BD organization, surfacing market intelligence and product gaps.

Skills

Go-To-Market

Business Development

Negotiation

Problem Solving

Data & AI

Sales

Leadership influence

Education

Bachelor's degree

Job description

Bus Dev Manager - Amazon Leo , Amazon Leo B2B, Amazon Leo B2B

Job ID: 10569886 | Amazon Kuiper Australia Pty Ltd

Amazon Leo is Amazon's low Earth orbit satellite network. Our mission is to deliver fast, reliable broadband connectivity to customers beyond the reach of existing networks. From households to small businesses, schools, hospitals, and government agencies, Amazon Leo will serve communities and organizations operating in places without dependable internet access. Lead regional go-to-market strategy and execution for Amazon Leo across Asia-Pacific and Japan. You'll own the regional business plan - identifying which industries and customer segments to pursue, adapting proven sales approaches for local markets, and building pipeline through direct engagement and strategic partnerships. You'll work with customers to connect next-generation low-latency connectivity to real business outcomes, invent new approaches where the region demands it, and feed market intelligence back into the global organization to sharpen the worldwide strategy. This role operates at the intersection of emerging technology, complex enterprise sales, and international market development. This position may require access to information, technology, or hardware that is subject to export control laws and regulations, including the Export Administration Regulations (EAR) and the International Traffic in Arms Regulations (ITAR). Employment in this position is contingent upon obtaining any required export licenses or other approvals from the United States government. As such, the successful candidate must be eligible to obtain any necessary export licenses or approvals based on their nationality, citizenship, and any other factors considered by the applicable export control regulations.

Key job responsibilities

• Own the regional go-to-market strategy for Amazon Leo across Asia-Pacific and Japan, identifying which industries, customer segments, and use cases to pursue based on local market dynamics, regulatory environment, coverage footprint, and competitive landscape
• Take proven industry sales approaches developed by global teams and adapt them for APJ markets, localizing positioning, adjusting for regional channel structures, navigating local regulatory requirements, and tailoring deal approaches to how enterprises in the region buy
• Originate and develop enterprise opportunities with major accounts across the region, shaping commercial terms and working through procurement, regulatory, and integration complexity to advance deals from first conversation to qualified pipeline
• Enable local sales teams to position Leo effectively within their accounts by running structured training sessions, joining customer engagements where needed, and building the repeatable tools and materials that let sellers open conversations on business outcomes rather than technology specifications
• Identify use cases and market opportunities unique to APJ that global playbooks don't yet address, prove them with reference customers, and package them so they can be replicated across the region and fed back to the global organization
• Serve as the voice of APJ within the worldwide business development organization, surfacing market intelligence, competitive encounters, win/loss insights, regulatory shifts, and product gaps backed by customer evidence so the global strategy stays grounded in regional reality

A day in the life

We are a growing business development organization building the enterprise motion for Amazon Leo, a transformative satellite connectivity initiative. Our team operates with significant autonomy and visibility across Amazon, working at the intersection of customer needs, AWS capabilities, and Leo's product roadmap. We're structured around industry verticals globally, with regional leaders who take proven approaches into international markets, adapt them for local conditions, and invent where their region demands it.

Your focus is taking proven industry sales approaches into Asia-Pacific and Japan, building pipeline through regional sellers and partners, and feeding market intelligence back to the global team. You'll work with global industry leads to agree which approaches to bring into APJ each quarter, then adapt them for local regulatory, procurement, and competitive realities. You'll prioritize which industry segments matter most in the region and invent new approaches where APJ markets present opportunities that global playbooks don't yet cover. You'll build the capability of local sales teams so they can position Leo on business outcomes rather than connectivity specifications, and own strategic customer engagements where no established playbook yet exists.

On any given day, you might join a seller on a discovery call with a CIO exploring network resilience, map how connectivity gaps create cost across a manufacturer's value chain to build the business case for a Leo-based solution, adapt a global energy sector sales approach for an APJ market, or run a training session for local sellers. You'll also serve as the voice of the region, surfacing competitive encounters, regulatory shifts, and product gaps backed by customer evidence so the global strategy stays grounded in what's happening on the ground.

About the team

We are building the enterprise go-to-market for Amazon Leo, a low-Earth orbit satellite broadband service that connects businesses in places traditional networks cannot reach. Our team works at the intersection of customer needs, AWS capabilities, and Leo's product roadmap, with significant autonomy and visibility across Amazon. We're structured around industry verticals globally, with regional leaders who adapt proven approaches for local markets and invent where their region demands it. The culture is high-trust, low-bureaucracy, and outcome-obsessed. We're early enough that what you build will define how this organization operates for years to come.

Basic Qualifications

• 10+ years of developing, negotiating and executing business agreements experience
• 7+ years of professional or military experience
• 7+ years of solving problems with technology in the Media & Entertainment Industry experience
• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Bachelor's degree
• 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
• Experience developing strategies that influence leadership decisions at the organizational level

Preferred Qualifications

• Experience influencing internal and external stakeholders
• Experience selling to Fortune 1000 or Global 2000 organizations

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 an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. Veterans, military spouses, and people with disabilities are encouraged to apply.