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

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.

The ideal candidate will possess a keen business sense and exceptional analytical skills, is able to articulate and communicate a clear value proposition across customers, partners, and within the AWS organization, and is comfortable working across internal functions and geographies.

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

About the team

Amazon 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.

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.

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there's nothing we can't achieve in the cloud.

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 and AmazeCon conferences, inspire us to never stop embracing our uniqueness.

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.

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
• Experience designing, implementing, and scaling workforce development programs across large-scale operations, including forecasting workforce needs and leveraging analytics to drive program decisions
• 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.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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.

USA, CA, San Francisco - 162,700.00 - 220,200.00 USD annually