As a Head of Premium Support Business Development (BDM) for Strategic Industries you will be responsible for helping to ensure that we deliver on our Support revenue, adoption, and market penetration goals for global industry leading multinational customers in eight industries. You will hire and develop a high performing team of BDM’s focused on customer obsession and working backwards to help customers achieve outcomes. You will also be responsible for implementing the go-to-market initiatives in Strategic Industries org across functional teams, specialist, and partner teams to help scale our business.

As a Head of Premium Support Business Development (BDM) you will be part of the Enterprise Support organization. You will support the Premium Support strategy and own driving the go-to-market (GTM) efforts for Support, with the objective to increase adoption for paid support offerings amongst AWS customers while maintaining target margin performance, and using Support to accelerate AWS platform adoption for the customers. You will identify areas for sharpening our Support proposition (e.g. a differentiated offering, value and return on investment vs price) and design and execute controlled experiments driving commercial innovation. You will quantify the impact of Support in driving AWS platform adoption, estimate the ROI, and design and execute initiatives to help accelerate our customer cloud adoption journey. You will enable the sales team to drive the day-to-day interactions with prospects, selling the Support value proposition, in order to build long-term business opportunity. You will engage partners to develop and pilot new Support offerings via the partner ecosystem.

The ideal candidate will possess a keen business sense and 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. The candidate will be naturally curious, going beyond the obvious to discover unexpected insights and translate those into tangible business value. Additionally, you will be responsible to ensure your teams are taking point with AWS Field Sellers, to meet them where they are and provide a lead, coach or guide approach, to their customers, to align Premiums Support Solutions that help customers achieve their business outcomes.

Key job responsibilities
• Work with senior executives to develop business targets and resource requirements, influence our technical and business strategy.
• Establish scalable mechanisms to inspect business development processes and deals and drive alignment on new mental models/ new approaches in ambiguous new areas with potential risk.
• You lead multiple BD initiatives, designing the right long-term solution, and oversee the most complex and largest, strategic business-critical relationships that have a significant bottom-line impact.
• Provide leadership and mentoring for a team Business Development Managers (BDM’s)
• Engage customers, partners, and field teams to deeply understand and measure customer value and pain points in adoption of Premium Support Solutions
• Analyze drivers of Premium Support Solutions and Enterprise Support adoption and identify levers for improvement
• Identify, design and execute controlled experiments in driving Premium Support Solutions adoption
• Review and analyze Premium Support pricing and costing, ensuring savings are passed on to our customers
• Quantify impact of Premium Support Solution adoption on AWS Platform adoption, 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 customer segment
• In conjunction with Field Enablement, ensure Support related training programs and material for the field team represent our value based sales approach so they can properly articulate the Support value proposition
• Work with stakeholders across Commercial/Public Sales, Premium Support, and Enterprise
• Prepare and present business reviews to the senior Sales and BD management team

About the team
About AWS

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