Principal Business Development Manager

Who you are

• Experience managing and delivering large-scale enterprise IT projects
• Experience with IT compliance and risk management requirements (e.g. security, privacy, SOX, HIPAA etc.)
• Experience with software development life cycle (sdlc) and agile/iterative methodologies
• Knowledge of compliance and security standards across the enterprise IT landscape
• Experience implementing AWS services in a variety of distributed computing environments
• Experience managing executive customer relationships and key business stakeholders
• Experience with enterprise architecture frameworks (like TOGAF, Zachman) and identifying the relationships between business services, information, applications and global infrastructure assets
• Experience with enterprise systems including SAP, Oracle, and custom applications

What the job involves

• The Amazon Web Services (AWS) Professional Services (ProServe) ACDC team is seeking a dynamic Business Development Manager to join our team
• In this role you’ll lead engagements through negotiation and contractual closure for transformational, strategic, large, complex, and/or highly competitive opportunities
• You will be responsible for driving AWS Professional Services contracts (ProServe Orders (PSOs)), understanding and defining business outcomes, building trust and managing deal cycles end to end
• You will remain engaged in sales to delivery handover to ensure that we are delivering the agreed customer business outcomes as outlined in the PSO
• This highly visible role will own engagement with customer C-level executives, IT teams, and multiple lines of business to achieve business outcomes, increase the adoption of AWS services, and to enable private pricing, go-to-market, pan-Amazon, and other strategic relationships
• The ProServe ACDC Business Development Manager will be expected to collaborate with AWS Strategic Customer Engagement (SCE) teams, ProServe Account Executives, Delivery Consultants and Account Teams to drive customer success and business growth
• This is a fast-paced environment, requiring adaptability and the ability to manage multiple complex engagements in parallel
• Your experience in selling services within the technology/consulting sector, will equip you with the ability to translate technical concepts into business value for customers
• You will demonstrate proficiency in business development, executing sales methodologies, bid management and managing CRM systems coupled with strong analytical, problem-solving, and project management abilities
• Performance will be measured against key metrics including but not limited to Revenue, Billable Bookings, and deal cycle duration
• As an experienced services sales professional, you will be responsible for:
• Leading business development efforts by engaging customers and driving high-value engagements
• Collaborating with Amazon Global Sales (AGS) and Strategic Customer Engagement (SCE) representatives to ensure a coordinated approach on deals
• Creating proposals, securing customer sign-off on ProServe Orders (PSO), and ensure successful sales to delivery handover
• Advocating for customers while balancing AWS business objectives
• The ACDC program is designed for customers ready to make a substantial move to AWS, enabling them to migrate and modernize more quickly, cost-effectively and securely than previously possible
• The ACDC program applies a holistic approach, providing tailored support and bespoke investments to customers in exchange for longer term contractual commitment to migrate, modernize and maintain workloads on AWS
• The AWS Professional Services organization is a global team of experts that help customers realize their desired business outcomes when using the AWS Cloud. We work together with customer teams and the AWS Partner Network (APN) to execute enterprise cloud computing initiatives
• Our team provides assistance through a collection of offerings which help customers achieve specific outcomes related to enterprise cloud adoption. We also deliver focused guidance through our global specialty practices, which cover a variety of solutions, technologies, and industries