Sr. Business Development Manager, AWS Utilities and Energy Industry Business Unit, Power & Utilities

Amazon; Seattle (WA); On-site; USD 148,000 - 200,000; Full time

Job summary

Amazon Web Services (AWS) seeks a Senior Business Development Manager to grow AMER energy partnerships at the intersection of technology, AI, and energy infrastructure. You own a portfolio of energy accounts, lead GTM motions, and structure cloud/AI strategic agreements with major customers.

In this senior IC role, you will drive pipeline origination, coordinate with Sales, Solutions Architecture, ProServe, and AWS Infrastructure, and Earn Trust as an advisor to energy executives.

Qualifications

• 5+ years developing, negotiating and executing business agreements.
• 5+ years of GTM, BD, Sales, or Consulting experience.
• 5+ years solving problems with technology in Energy & Utilities.
• Experience selling enterprise software or cloud-based applications.
• Ability to explain complex technical concepts to varied audiences.
• Experience presenting to executive audiences and leading multi-year initiatives.

Responsibilities

• Own and execute the AMER go-to-market partnership plan across energy customers, including pipeline generation and co-sell motions.
• Structure and close strategic agreements across technology, infrastructure, and AI.
• Advise customer executives (CIO/CTO/VP) on partnership and enterprise cloud adoption.
• Coordinate with AWS Infrastructure and power-procurement teams on commercial discussions.
• Engage broader Amazon networks in AMER engagements to strengthen value propositions.
• Run go-to-market plays with sales and solutions teams and share learnings.
• Maintain account and white-space maps, handing qualified opportunities to Sales with clear drivers.
• Collaborate with BD peers to scale repeatable practices across the team.

Skills

Business agreements

Go-To-Market

BD/Sales experience

Energy & Utilities tech

Executive communication

Program leadership

Cross-functional collaboration

Enterprise software sales

Technical explanation

Multi-year initiatives

Education

Bachelor's degree

Master's degree or PMP

Job description

Description

Own the partnerships redefining how the Americas' largest energy companies run on cloud and agentic AI. Structure the landmark deals, bring the full force of Amazon, and put AWS at the center of the energy transition.

Global energy demand will rise sharply over the coming decades, and the energy sector is racing to modernize operations, decarbonize, and meet power demand not seen in generations. AWS is investing billions in generation and delivery to power sustainable data center growth and is reinventing energy workflows with AI and the cloud. We are seeking a Senior Business Development Manager to grow AWS's AMER energy partnerships at the intersection of technology, AI, infrastructure, and mutual business value.

You will own a significant portfolio of AMER energy accounts, carrying the partnership motion for energy companies, utilities, power-generation, energy equipment manufacturing, and energy software customers. You will drive account strategy and pipeline origination, lead the development of cloud and AI strategic agreements, and integrate the commercial relationships of energy companies that supply infrastructure inputs to Amazon into a coordinated relationship, while collaborating on solution development, partner engagement and field enablement.

This is a senior individual-contributor role with no direct reports. You will take Ownership of your accounts end to end, Dive Deep on customer operations to shape the right cloud and AI opportunities, and Earn Trust as a advisor to energy-industry executives. You will structure and close large multi-party agreements, run disciplined engagements, and Deliver Results against annual and multi-year targets, partnering closely with Sales, Solutions Architecture, ProServe, and AWS Infrastructure.

Key job responsibilities

• Own and execute the AMER go-to-market partnership plan for your portfolio across energy companies, utilities, power-generation, energy equipment manufacturing, and energy software customers, including pipeline generation, competitive positioning, and partner co-sell motions (ISVs, SIs, OEMs).

• Structure and close strategic agreements encompassing commitments across technology, infrastructure, and AI with major AMER energy customers.

• Serve as a trusted advisor to customer executives (CIO, CTO, VP, and above), building relationships that span infrastructure partnerships and enterprise cloud and AI adoption.

• Coordinate with AWS Infrastructure and power-procurement teams, ensuring commercial power discussions are surfaced and elevated appropriately.

• Bring the pan-Amazon network (Retail, Prime, Transportation, Fulfillment, Data Center Infrastructure, Amazon Business, Sustainability) into AMER customer engagements as inputs to strategic-agreement value propositions.

• Run validated go-to-market sales plays with sales and technical teams on your accounts, and contribute learnings back to the broader play library.

• Maintain the account and white-space map for your portfolio, and hand qualified opportunities to Sales with clear business driver, stakeholders, and urgency.

• Collaborate with and support BD peers and field teams, sharing repeatable practices that scale across the team.

About the team

Why AWS?

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Basic Qualifications

• 5+ years of developing, negotiating and executing business agreements experience

• 5+ years of professional or military experience

• 5+ years of solving problems with technology in the Energy & Utilities industries experience

• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience

• Bachelor's degree

• Experience developing strategies that influence leadership decisions at the organizational level

• Experience managing programs across cross functional teams, building processes and coordinating release schedules

• Experience selling enterprise software or cloud-based applications

• Experience explaining complex technical concepts to various business and technical audiences

• Experience presenting to both technical and non-technical executive 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

• Experience interpreting data and making business recommendations across leadership and cross-functional teams

• Experience using analytical tools for workforce metrics and reporting

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits .

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USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually