Startup Enterprise Support BD Lead

Amazon Web Services (AWS)

San Francisco (CA)

On-site

USD 140,000 - 190,000

Full time

5 days ago

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Job summary

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.

Responsibilities

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.