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DESCRIPTION

Global Services (GS) plays a central role in our customers’ transformative cloud journeys, deeply integrating people expertise and technology capabilities at scale to shape customers’ end-to-end experiences with AWS. Across our key customer adoption success services - Training & Certification, Professional Services, Support Operations, Managed Services and Security - our builders make an impact every day across millions of individuals and thousands of customers ranging from Start-ups to Enterprises. Together with AWS Partners, our work enables and accelerates customers, unlocks value, drives AWS adoption, and helps transform businesses and public sector organizations across the globe, and we are propelled by our pursuit to be a differentiator when customers are evaluating cloud providers. The impact Global Services has on customers is as diverse as it is significant, helping them upskill their workforce, and with landing, operating, modernizing, and transforming their workloads on AWS, with value-add partners and security embedded throughout.
Global Services Business Development Lead is responsible for assigned strategic business development initiatives/activities for Global Services. These business development activities may pertain to business development around top AWS customers, top AWS opportunities/deals, top AWS partners, for specific GS offerings, or another strategic BD goal. For the assigned initiative and goals, the role is responsible for developing a business development plan partnering with the relevant stakeholders, executing the plan, and delivering results, which typically will include new qualified pipeline creation and winning deals. The role needs to be a self-starter, very comfortable venturing into new GTM motions, offerings, and new target customer and/or partner cohorts. The role needs to have high analytical and problem-solving ability, an ability to quickly learn and become an expert in a new area/domain, and put together and execute an efficient/frugal business development plan that achieves outcomes outlined working back from customers.
The right candidate will have demonstrated experience in thinking big with the customer c-suite and influencing strategic cloud adoption decisions and adoption roadmaps with the customer c-suite, lines of business leaders, CEOs, and their Board. Relevant previous experience in a technology products/services organization in a strategic business development role working with customers and partners is required. Experience with AWS services and how various capabilities in Global Services help drive AWS adoption of AWS will also be very helpful for a fast-start. The role will need a strong analytical acumen, synthesis, structuring, and problem-solving skills to translate ambiguous and incomplete information into actionable business development plans and deliver results. The role will need to be ‘right a lot’ and have a bias for ‘invent’ and ‘simplify.’ Demonstrated experience in cross-functional stakeholder management and alignment, strong communications and influencing skills, a customer-obsessed, collaborative approach, and strong data/metrics bias is needed to be successful in this role.

Key job responsibilities
• Develop business development plan for assigned initiatives (e.g., top deals, top customers, top partners, offerings, etc.)
• Lead business development activities with the AWS and GS sales teams and partners to develop qualified large cloud opportunities demand working with the customer c-suites
• Partner with stakeholder teams and partners to develop and present compelling proposals, influence customer c-suite and the Board, and secure lighthouse customer wins
• Secure and publish lighthouse customer references partnering with Marketing
• Test and double down on GTM motions that work. Codify these into sales plays for use by AWS and GS sales teams
• Partner with the GS Business Analyst team to codify propensity model(s) for customer prospecting
• Become the subject expert, a thought leader and an evangelist for the assigned initiatives/domain areas. Present at the relevant internal and external 1:many customer and partner events to drive awareness and demand

About the team
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.

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.

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 (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
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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.