Principal BD - Retail AWS Industry Business Development

Amazon Web Services (AWS); Mumbai; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

AWS India - Maharashtra is seeking a seasoned leader for Go-To-Market, business development and sales in the Retail/CPG sector. You will engage directly with customers, coach sales teams, and drive strategic initiatives to deliver cloud-powered solutions and revenue growth.

You will collaborate with Marketing, Professional Services, and partner teams to shape offerings and win large-scale opportunities, with travel up to 50% and a strong emphasis on executive stakeholder management.

Qualifications

• 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• Experience with cloud computing and cloud technologies.
• Strong verbal and written communication with executive leaders.
• 5+ years of customer-related interactions (presentations, building relationships, program oversight, working with partners, statements of work/commercial exposure, business case creation and presentation, and technical pre-sales)
• Demonstrated understanding of Retail/CPG workflow or value chains, and related technologies.
• BA/BS degree or equivalent work experience.
• A team player who effectively integrates, motivates, and builds relationships with cross-functional team members, sponsors, and key stakeholders.

Responsibilities

• Effectively position AWS as a strategic and trusted partner to our India Retail/CPG customers.
• Coach account teams and help define the strategic direction for top accounts, with a focus on line-of-business solutions and business sponsors.
• Lead pre-sales activities for Retail/CPG accounts, work with AWS Marketing to support lead-generation and sales-acceleration activities and influence downstream activities with global and multi-national customers.
• Identify and help define the requirements for new service or packaged offerings, in collaboration with the Retail/CPG Market Development team, AWS Professional Services, AWS services teams, partners, and Amazon product teams
• Conduct executive workshops with industry leaders and executives and translate into priority areas for transformation and innovation.
• Effectively position AWS in Retail/CPG through participation in industry conferences, executive briefings, and other public speaking opportunities
• Work closely with AWS technical experts in solutioning, developing, and delivering AWS-based solutions to customers
• Support the AWS Partner Network and key industry technology providers with their solutions and service line offerings developed and running on AWS
• Understand and exploit the use of Salesforce and internal Amazon systems for campaign tracking and pipeline management
• Prepare and present business reviews to senior management regarding progress and roadblocks
• Travel may be required for this role, up to 50%.

Skills

Go-To-Market

Business Development

Sales

Consulting

Cloud Computing

Executive Communication

Pre-Sales

Partner Management

Education

BA/BS degree or equivalent

MBA preferred

Tools

Salesforce

Job description

Job Description:

Description

Amazon Web Services (AWS) is a dynamic and rapidly growing business within Amazon, and the leader in providing secure, reliable, scalable, and innovative cloud services that help more than a million businesses across the global scale and grow. We are expanding in several areas, and our Retail/CPG team is looking for a seasoned industry leader with experience in business development/sales, driving top line growth and overall end-customer adoption across the Retail and Consumer Packaged Goods industries. The ideal candidates will possess a strong business development/sales background of setting up an online business for Retail/CPG industry technology experience that will enable them to engage directly with customers, coach sales teams, and lead tactical and strategic initiatives to deliver innovative solutions to the Retail/CPG industry. The ideal candidate will have demonstrated experience in designing and deploying technology solutions that support multiple areas within the Retail/CPG technology landscape.

Domain areas of expertise would include key elements of the following:

• Knowledge of setting up a digital channel for a Retail/ CPG enterprise including the operating model and understanding the key technical component required to deliver the same
• Build a seamless customer experience including personalization, omnichannel experience and analytics for customer insights. Facilitated tech modernization or data foundation for the online business
• Has delivered incremental growth, revenue and market share for the enterprise through the channel
• Identified new growth opportunities across marketplaces, quick commerce D2C to drive growth
• Is proficient in the Sales and Marketing Digital transformation for CPG industry
• Knowledge of the critical systems needed to support the Retail/CPG industry across the value chain including supply chain, merchandising, e-commerce, and omnichannel operations
• Understanding of the business, technical, and operations needs of Retail/CPG customers in India, with ability to translate into technology solutions powered by cloud and AI.
• Relationships with, and an understanding of, key system integrators and independent solutions vendors in the Retail/CPG industry, to include an understanding of top named ISV solutions, and SI-led service offerings.

Key job responsibilities

• Effectively position AWS as a strategic and trusted partner to our India Retail/CPG customers
• Coach account teams and help define the strategic direction for top accounts, with a focus on line-of-business solutions and business sponsors.
• Lead pre-sales activities for Retail/CPG accounts, work with AWS Marketing to support lead-generation and sales-acceleration activities and influence downstream activities with global and multi-national customers.
• Identify and help define the requirements for new service or packaged offerings, in collaboration with the Retail/CPG Market Development team, AWS Professional Services, AWS services teams, partners, and Amazon product teams
• Conduct executive workshops with industry leaders and executives and translate into priority areas for transformation and innovation.
• Effectively position AWS in Retail/CPG through participation in industry conferences, executive briefings, and other public speaking opportunities
• Work closely with AWS technical experts in solutioning, developing, and delivering AWS-based solutions to customers
• Support the AWS Partner Network and key industry technology providers with their solutions and service line offerings developed and running on AWS
• Understand and exploit the use of Salesforce and internal Amazon systems for campaign tracking and pipeline management
• Prepare and present business reviews to senior management regarding progress and roadblocks
• Travel may be required for this role, up to 50%.

A day in the life

Lead pre-sales activities for Retail/CPG accounts, work with AWS Marketing to support lead-generation and sales-acceleration activities, and influence downstream activities with global and multi-national customers. Coach account teams and help define the strategic direction for top Retail/CPG accounts, with a focus on line of business solutions and business sponsors.

Basic Qualifications

• 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Experience working with or having knowledge of cloud computing and existing cloud technologies
• Experience in verbal and written communication for executive level leaders
• 5+ years of experience in customer-related interactions (presentations, building relationships, structuring and providing program oversight, working with partners, statements of work/commercial exposure, business case creation and presentation, and technical pre-sales)
• Demonstrated understanding of Retail/CPG workflow or value chains, and related technologies
• BA/BS degree or equivalent work experience required
• A team player who effectively integrates, motivates, and builds relationships with cross-functional team members, sponsors, and key stakeholders

Preferred Qualifications

• 9+ years of business development, partnership management, or sourcing new business experience
• MBA, or Master's degree
• Experience selling cloud solutions at a software company or equivalent
• Direct professional services or consulting experience in large-scale transformation programs for leading Retail/CPG companies.
• Knowledge of the top ISVs and SIs in the Retail/CPG industry and their relevant offerings.

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.

Company

AWS India - Maharashtra

Job ID: A10451156