Principal Business Development Leader - Power & Utilities, Power & Utilities - Energy & Utiliti[...]

Amazon; London; On-site; GBP 60,000 - 120,000; Full time

Job description

Do you have the passion to work in the AWS Energy & Utilities industry unit with focus on our Power & Utility customers digitization and business transformation journeys? Do you want to be a key part of a team focused on the energy transition, increasing the reach of cloud computing in IT/OT continuum across our utility customers that provide essential services including electricity, water and natural gas? Do you have the industry background, technical depth, and business development skills needed to help grow AWS leadership in this industry?

The industry is in the midst of unprecedented transformation through changing business models, cost reduction pressure, constrained capital, climate resilience initiatives (electric grid and water infrastructure modernization, transportation electrification), increasing cybersecurity threats, and they are looking to the cloud to modernize and transform their operations. We are looking for a Business Development leader who understands the core business domains - generation, transmission, distribution and retail/ consumers - of our utility customers and partner network.

In this role, you will have both a business and a technology background with demonstrated experience earning customer trust at the CxO/ VP level. You have demonstrated ability in IT business development and experience in Line of Business engagements, sales and Go to Market, and the passion to think big and strategically about business and technical challenges. You have the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. A keen sense of ownership and scrappiness is a must.

Your responsibility will include engaging with a selected group of customers and strategic industry partners, attending and speaking at industry events, and leading field/ sales enablement activities, hence creating significant new business opportunities for AWS. You will enable the AWS customer teams selling to industry accounts to drive their day-to-day interactions. You will work closely with AWS solutions architects and partner teams to develop, promote and/or support cloud patterns and solutions. You will work closely with the AWS industry solutions, marketing, compliance and security, policy and startup teams to help evolve AWS offerings for more rapid cloud adoption.

Key job responsibilities

1. Define and execute on a strategic market development plan in line with the AWS Energy – Power & Utilities (P&U) industry strategic direction.
2. Partner with key internal stakeholders, such as sales, professional services, partner (GSI, ISV) teams and security and compliance, policy, and startups.
3. Build dedicated sales plays targeting persons in line of business and drive engagements from identification through launch.
4. Help customers build a business outcome driven strategy and advise them with the creation of the plan. Apply AWS working backwards and digital innovation mechanisms.
5. Coordinate regional field enablement and engagement initiatives.
6. Planning and management of team engagements at industry, customer and internal events.
7. Understand the technical requirements of customers and work closely with the internal industry solution teams to guide the direction of our services and product offerings.
8. Participate with strategic planning and support the creation of annual strategy narratives.
9. Present business reviews to the senior management team regarding progress and roadblocks to expanding our reach in the industry.
10. Serve as a key member of the global AWS Energy – Power & Utilities Business Development team to drive overall AWS industry expertise, industry solutions, and technical enablement strategy.

Skills and Qualities Required

1. A deep understanding of Power & utilities operating model and key business and technical challenges faced by utilities in current fast changing environment [ e.g., growth in demand due to data centers proliferation, electrification of transportation, deregulation et al].
2. Ability to analyze complex situations, identify strategic opportunities for AWS, and develop actionable plans for pursuing these opportunities.
3. Proven negotiation skills and the ability to lead cross-functional teams are crucial for securing partnerships and driving projects to successful completion.
4. The capacity to adapt to a rapidly changing industry landscape and to think creatively about solving environmental challenges through business solutions.
5. A commitment to sustainability and a vision for how technology and innovation can drive a more sustainable future in the energy industry.

About the team

Working in a highly ambiguous environment, you will complete tasks and projects quickly and with little to no guidance, and take effective action without having to know the total picture. You will apply a superior attention to detail, great organizational skills, and the ability to meet tight deadlines and juggle multiple critical requests while maintaining flexibility, a sense of humor, and most importantly, grace under pressure. You will understand business priorities, demonstrate the ability to proactively anticipate needs, and drive improvements to build capacity for the leaders and their teams. Over time, you will build deep and trusting professional relationships with the leaders and their teams, which will blossom into strong partnerships that provide opportunity for special projects with increased responsibility and long-term career growth.

About the team

Diverse Experiences
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- 15+ years of Power & Utilities industry experience, deep understanding of utility operations and challenges.
- Bachelor's degree in engineering or related field, strong cross-functional leadership abilities. Excellent communication and public speaking skills
- Expertise in Operational Technology (OT)
- Strategic and analytical thinking
- Adaptability and innovation mindset
- Strong negotiation skills
- Commitment to sustainability

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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, protected veteran status, disability, age, or other legally protected status.

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