Premium Support Business Development Manager, AWS Enterprise Support, AWS Enterprise Support

Amazon Web Services (AWS); San Francisco (CA); Sur place; USD 140 000 - 190 000; Plein temps

Résumé du poste

AWS Applied AI Solutions (AAIS) is hiring a Premium Support Business Development Manager for Startups in San Francisco. The role leads the go-to-market for Premium Support across startups, engaging founders and engineers to quantify value and ROI and shape offerings by funding stage in collaboration with VC programs to accelerate AWS platform adoption.

You will design experiments, develop sales collateral, and drive end-to-end deals with the Startups Sales team, Premium Support, and Activate

Qualifications

• 5+ years in developing, negotiating and executing business agreements.
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• 5+ years working with Enterprise Application Modernization and Migration tech, incl. Mainframe/Serverless/Containers/Cloud Operations.
• Bachelor's degree.
• Experience explaining complex technical concepts to business and technical audiences.
• Experience leading cross-functional, multi-year initiatives.
• Master's degree or PMP is a plus.
• Experience interpreting data and making business recommendations.
• Experience negotiating complex legal agreements.

Responsabilités

• Engage founders, technical leaders, VCs, accelerators, partners, and Startups field teams to understand value and pain points in adoption of Enterprise Support and Unified Operations Services.
• Analyze drivers of Enterprise Support Services adoption across startup stages and identify levers for improvement.
• Identify, design and execute controlled experiments to drive Enterprise Support Services adoption.
• Review pricing and costing, ensuring savings are passed on to customers and offers fit budgets.
• Quantify impact of Support adoption on AWS platform adoption and startup retention; estimate ROI of Support investments.
• Develop and refine sales collateral, reference cases and value proofs for customers and partners; train the field team.
• Work with Startups Sales, Premium Support, Enterprise, and AWS Activate/VC programs.
• Prepare and present business reviews to senior Sales and BD management.
• Drive Enterprise Support Services deals end to end with Sales.

Connaissances

Go-To-Market experience

Business Development

Sales experience

Consulting experience

Enterprise Application Modernization

Cloud operations

Formation

Bachelor's degree

Description du poste

Description

AWS Applied AI Solutions (AAIS) is building toward a future where every business innovates with Amazon AI teammates. To get there, we build AI solutions that improve human capabilities and transform entire business functions. We create end-to-end products that surprise and delight out-of-the-box, making complex things easy and hard things possible, with no cloud experience required. We start with customers who embrace the future and build bridges to meet the rest where they are. We pursue ambitious opportunities with conviction, and we are looking for builders who share that mindset.

AWS is one of Amazon’s fastest growing businesses, servicing customers in more than 190 countries, reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global industry leaders. AWS customers include some of the most innovative Startups like Netflix, Pinterest, Spotify, Airbnb, and Instagram as well as some of the largest global enterprises like Shell International, Unilever, Hitachi, Sharp, Bristol-Myers Squibb, and Samsung. We help global and local enterprises to use cloud to remediate their technical debt and build new innovative businesses.

As Premium Support BDM for Startups, you will be part of the Enterprise Support organization and own the go to market strategy for Support across the startup segment. Your goal is to grow adoption of paid Support offerings among startups while maintaining target margins, and to use Support as a lever that accelerates startup growth on AWS. You will engage founders, CTOs, and engineering leaders to understand why they need Premium Support (or why not), what pain points they face as they scale, and what stops them from investing in support earlier. You will sharpen our Support proposition for startups, including differentiated offerings by funding stage, value and ROI versus price, and programs tied to VC and accelerator programs. You will design and run controlled experiments to drive commercial innovation, quantify how Support drives AWS platform adoption and startup retention, and enable the Startups sales team to tell a compelling Support story. You will also work with partners to develop and pilot new Support offerings for startups.

Key job responsibilities

• Engage founders, technical leaders, VCs, accelerators, partners, and Startups field teams to deeply understand and measure customer value and pain points in adoption of Enterprise Support and Unified Operations Services, plus other new products launched throughout the year
• Analyze drivers of Enterprise Support Services adoption across startup stages (seed, Series A through growth, and AI native scale ups) and identify levers for improvement
• Identify, design and execute controlled experiments in driving Enterprise Support Services adoption, such as trials, stage based offers, and launch readiness programs
• Review and analyze Enterprise Support Services pricing and costing, ensuring savings are passed on to our customers and offers fit startup budgets and burn rates
• Quantify impact of Enterprise Support Services adoption on AWS Platform adoption, startup retention, and graduation to larger commitments, estimate the ROI of Support investments in accelerating AWS platform adoption
• Develop and refine sales collateral, reference cases and value proofs for customers and partners - Drive commercial innovation in Support, e.g. differentiated support offerings per startup segment. In conjunction with Field Enablement, create Support related training programs and material for the field team so that they can properly articulate the Support value proposition
• Work with stakeholders across Startups Sales, Premium Support, Enterprise, and the AWS Activate and VC programs
• Prepare and present business reviews to the senior Sales and BD management team
• Drive Enterprise Support Services deals end to end with Sales

Basic Qualifications

• 5+ years of developing, negotiating and executing business agreements experience
• 5+ years of professional or military experience
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 5+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
• Bachelor's degree
• Experience explaining complex technical concepts to various business and technical audiences
• Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology

Preferred Qualifications

• Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate
• Experience interpreting data and making business recommendations
• Experience identifying, negotiating, and executing complex legal agreements