Principal Business Development Lead – Strategic GTM Programs Lead

Job summary
Do you have the business savvy, technical knowledge, and leadership skills necessary to help AWS accelerate customer business transformations in the cloud? Are you experienced at building and executing Go-to-Market (GTM) programs that help sales organizations and customers unlock new market opportunities and business value?

If you are a hands-on Go-to-Market (GTM) leader located in the Northeastern US, with a desire to shape and scale the future of business, we want to meet you!

At AWS, the GTM team plays a critical role in helping our customers and sales teams think big and move fast. We apply our business and technical expertise toward removing blockers, overcoming challenges and accelerating business outcomes.

As a Strategic GTM Programs lead in the East, you will be responsible for growing market share by helping us scale strategic account planning, executive engagement, continuous prospecting and key pursuit mechanisms. You will be an essential business partner to our sales leadership team. You will be expected to establish and shape end-to-end go to market strategy and ensure the right programs, cross-functional resources and investments are leveraged to drive new customer acquisition, customer acceleration, pipeline, goal and revenue attainment.

The ideal candidate possesses Go-to-Market leadership experience and demonstrates a track record of unlocking new market opportunities with proven, measurable results. You will collaborate closely with AWS sales, service specialists, business development, and technical teams. You will identify and execute end-to-end go to market programs that fortify customer relationships, drive adoption and customer outcomes. You will own the business, technical and executive relationships needed to deliver results at scale. You will operate as a trusted business advisor, diving into external customer data and internal analysis of area, segment and district data to surface insights that unlock our next wave of growth. You must be experienced at leading virtual teams in order to harness the collective power of AWS to deliver exceptional customer outcomes.



About the team
Work/Life Balance

Our team is focused on balancing life with work, and does this via work autonomy and by prioritizing solutions and processes that enable the success of our customers. Our BD teams align to a specific geography (West, Central, NE, SE, etc.) with a high degree of flexibility on location within each region.


Mentorship & Career Growth
Our team is dedicated to supporting new team members. Our team has a broad mix of experience levels and Amazon tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We also encourage curiosity and ownership of self-service learning opportunities within Amazon Web Services’ internal training and certification resources.


Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

Basic Qualifications

• Bachelor’s degree in Business Administration, Finance, Economics, Engineering or a related field
• 10+ years of leading Go to Market, Sales Strategy, Sales Operations, Sales Excellence, Sales Finance or similar function for a fast-paced sales organization
• Understanding of sales methodologies, sales behaviors, sales processes, contract structures, customer incentives and negotiations.
• Demonstrated experience driving account planning, executive engagement win planning and continuous prospecting motions.
• Ability to analyze key business trends and provide actionable recommendations to sales leadership
• Excellent project management and multi-tasking skills to manage business mechanisms across executive programs and cross-functional stakeholder teams
• A deep understanding of how large organizations operate, cultural nuances, and the ability to manage multiple diverse stakeholders
• Ability to get things done across matrixed organizations
• Demonstrated experience in managing cross-functional teams responsible for driving end-to-end sales and/or consulting engagements with customers.
• Cloud competencies and an understanding of cloud consumption models
• Attention to detail and ability to produce high quality work under tight timelines
• Excellent written, verbal, presentation, and interpersonal skills at an executive level
• Advanced proficiency with Microsoft Office Suite, particularly Microsoft Excel, Word & PowerPoint

Preferred Qualifications

• MBA or similar relevant advanced degree is preferred
• 15+ years of leading Go to Market, Sales Strategy, Sales Operations, Sales Excellence, Sales Finance or similar function for a fast-paced sales organization
• Advanced understanding of sales methodologies, sales behaviors, sales processes, contract structures, customer incentives and negotiations.
• Demonstrated experience driving account planning, executive engagement win planning and continuous prospecting motions.
• Ability to analyze key business trends, develop hypotheses, work with complex analyses, synthesize findings and provide actionable recommendations to sales leadership
• Outstanding project management and multi-tasking skills to manage business mechanisms across account planning, deal strategies, executive programs and cross-functional stakeholder teams
• A deep understanding of how large organizations operate, cultural nuances, and the ability to manage multiple diverse stakeholders
• Ability work seamlessly across matrixed teams including Sales, Solution Architecture, Partner, Professional Services, Cloud Economics and Service teams
• Demonstrated experience in managing cross-functional teams responsible for driving end-to-end sales and/or consulting engagements with customers.
• Cloud competencies across native AWS services and an understanding of cloud consumption models



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 https://www.amazon.jobs/en/disability/us.

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