Business Development Manager (US-GLOBALS) - AWS Marketplace

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Posted 2 weeks ago

Have you ever thought about changing the paradigm for how customers find, buy, and deploy IT software? Would you like to focus on increasing adoption and revenue of Amazon Web Services (AWS)? Amazon’s technology business AWS, has a history and tradition of leading the world in cloud based technologies and services. Now, with AWS, you have the chance to help businesses take their computing applications into the Cloud. AWS has created a software catalog delivering application services - AWS Marketplace ( – where customers can find, buy, and immediately start using software, in a utility model that runs on AWS.
Our job is to bring Amazon's e-commerce expertise to cloud software, and fundamentally change how software is discovered, deployed and consumed on AWS. As a Business Development Manager (BDM) for AWS Marketplace, you will help drive growth and adoption of AWS Marketplace across Global Media and Entertainment, and Healthcare and Life Science customers. The ideal candidate possesses a business development and technical sales background, and will drive revenue growth for software purchased via AWS Marketplace. We are looking for a technical sales and business savvy candidate, with an entrepreneurial spirit, to establish AWS Marketplace as a key platform for software procurement and distribution. You should be self-motivated, customer-centric, and delivery-focused, with a track record of exceeding revenue goals. If you are someone who thrives in an environment where you are faced with new things every day, and have the ability to figure it out and run with it, then we would like to hear from you.

The BDM will drive adoption of AWS Marketplace with customer “buyers” by working with AWS Marketplace Sellers, in collaboration with AWS Account Teams, to ensure products and solutions land at our customers. Primary BDM responsibilities include driving procurement and IT relationships around the AWS Marketplace platform and programs. Technical solutions can include; security, networking, DevOps, database, storage, business intelligence, machine learning, and IoT. You will own the day-to-day interactions with existing customers to identify needs met through AWS Marketplace. You will align with AWS Marketplace extended teams to build scale for our field facing programs, and be part of a team that serves as trusted advisor to area sales leadership, and liaison to various internal teams.

The ideal candidate possesses knowledge of software procurement processes, and has the technical depth to easily communicate the benefits of deploying AWS Marketplace products to CIO, CPO, VP Infrastructure, IT architects, and engineering teams. The candidate will have a demonstrated ability to think strategically and long-term, about the needs of complex global businesses, and be deeply familiar with complex legacy IT environments, enterprise applications, and market analysis.

Roles & Responsibilities:
· Driving outcomes for customers through the adoption of AWS Marketplace
· Business Development Manager, as an individual contributor, will work with AWS Sales and Solution Architects, to meet or exceed assigned AWS Marketplace goals
· Be the AWS Marketplace liaison for their respective AWS Global Field Sales Teams
· Exhibit the ability to be proactive and astute in setting customer discussions with various internal stakeholders and extended team, i.e. AWS Sales, Professional Services, Solution Architects, and Partner Teams, and AWS Marketplace Channel, ISV and Category Management Teams
· Comfortable managing the sales adoption cycle of an opportunity and able to partner with various teams to develop, propose, and close new business through AWS Marketplace
· Engage in senior level customer meetings, to discuss customer’s business issues and explore how AWS Marketplace features and programs can help address and resolve these issues
· Establish ways to measure and track metrics related to adoption of AWS Marketplace products, and make improvements to the approach based on those measurements
· Prepare and give business reviews to senior management teams regarding progress and metrics for the area
· Educate and enable AWS Sales Teams, and increase visibility of AWS Marketplace products across all relevant AWS Teams
· Handle a high volume of engagements in the fast paced cloud computing market. Travel 30-40% primarily within the U.S., to meet with customers, prospects, partners, account teams

Basic Qualifications

Basic Qualifications
· 10+ years of business development roles with quota, strategic analysis, or program/product management experience
· 7+ years selling technology, software and/or services, to larger enterprise or global customers with complex IT environments, related to one of the following software categories: media and entertainment, healthcare and life science, security, networking, DevOps, database, storage, or business intelligence
· Carried sales quota of greater than $5M USD

Preferred Qualifications

Preferred Qualifications
· MBA or equivalent and relevant business experience
· Experience selling to enterprise or global organizations, especially in the media and entertainment or healthcare and life science verticals
· Experience with cloud computing related fields (IT, software, etc.)
· Demonstrated ability to work effectively across internal and external organizations
· Experience with, and detailed knowledge of, partner channel ecosystems in cloud computing or IT
· Strong analytical skills and demonstrated ability to turn detailed data analysis into useful strategic insights, to drive customer adoption, and make appropriate recommendations to the business
· Business contacts within assigned sales region
· Solid negotiation skills, and business and financial acumen

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit

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

Job tags: AWS Data Analysis DevOps E-commerce Entrepreneurial Machine Learning MBA Product management Security
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