Description

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success.

Would you like to make history in the world of cloud computing? Come and join the Amazon Web Services (AWS) ANZ Specialist team.

We are seeking a Business Development (BD) specialist to drive large-scale migration and modernization of technology infrastructure and applications to AWS within one of Australia and New Zealand’s most innovative companies.

Do you have the business background, technology experience, and communication skills needed to help our prospective customers understand the opportunity for them? If you’re an adaptable and creative business developer – this role could be for you! The role is focused on helping Enterprise customers build cloud enabled B2B software systems and products with AWS. As a specialist for the AWS Migration Acceleration (MAP) Program, you will help Australian enterprise customers transform their business through cloud modernisation, realising business value by removing undifferentiated activities of building, managing and running traditional infrastructure, and reducing the time to develop new products and services for their customers.

You will build and execute a go-to-market plan for large-scale migration and modernization of Enterprise customers in Australia. With an entrepreneurial mindset and the ability to influence a diverse set of stakeholders across multiple teams, your responsibilities will include finding strategic partners, engaging cross-functional teams, and building business and technical relationships with customers to create significant new opportunity pipelines. You will enable the AWS Sales teams to creatively accelerate their opportunities with key prospects. You will work with AWS and partner Solutions Architects and Professional Services teams to develop and promote cloud migration and modernization best-practices, and launch customer pilots and programs. You will work with the AWS product and services teams to help evolve AWS offerings for more rapid customer adoption while addressing issues, concerns, and requests from the field.

Your experience in industries, and in business and technology delivery will enable you to identify use cases where AWS can add value. You will advocate internally and externally on behalf of AWS. You are highly organized and have the ability to work closely and constructively with cross-functional teams engaging with general managers, executives and influencers at all levels. The ideal candidate will have a demonstrated ability to think creatively, strategically and long-term about the outcomes Enterprise businesses are striving to achieve. This includes migrating to cloud, modernising complex applications, reducing cost to serve, developing new revenue streams, expanding into new geographies and segments, setting up for scale and driving efficiencies through consolidation of acquisitions. A keen sense of ownership, drive, and scrappiness is a must.

#aws-ags-ANZ

Key job responsibilities

• Develop Enterprise messaging and collateral that communicates the AWS value proposition for migration and modernization considering an industry perspective and trends;

• Develop and execute campaigns while working closely with internal teams and stakeholders including sales, solution architecture, cloud economics, marketing, & partner teams, professional services, support teams, legal & contract teams, and the AWS service specialist teams;

• Build the BD pipeline by engaging with prospects, partners, and existing customers to accelerate and qualify large scale migration and modernization opportunities;

• Understand the unique business & technical requirements of customers and work closely with the internal specialist cloud services teams to guide direction on our product offerings for our customers;

• Meet monthly, quarterly and yearly goals set for the different divisions or industry teams within the ANZ AWS business for large scale migration customer commitments (contracts or click through agreements signed);

• Input into business reviews to the senior management team regarding progress and roadblocks to large enterprise migration and modernization opportunities;

• Input into complex enterprise contract negotiations, in cooperation with AWS commercial, legal, service teams, professional services teams and partner teams;

*Travel to customer locations as needed around Australia (estimated 25%) most of which is Australian East Coast.

A day in the life

Meet with customer account managers and solution architects for the Enterprise team’s key customer accounts to discuss customer opportunities to transform their customer applications with AWS. Discuss the same opportunities with supporting AWS service specialist teams, cloud economics and partner teams to fine tune proposals and investment strategies. Share updates on pipeline and customer trends with the team and key stakeholders before celebrating with the extended team in a collaborative and hybrid working environment.

About the team

Diverse Experiences

We are from diverse backgrounds, with a mix of professional experience and personal passions and we are proud to bring these to work. Life is short so we really live the Amazon ethos of “work hard, have fun, make history.”

AWS values diverse experiences. Even if you do not meet all of the 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.

Why AWS?

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.

Inclusive Team Culture

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 (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth

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.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

What if I don’t meet all the requirements?

That’s okay! We hire people who have a passion for learning and are curious. You will be supported in your career development here at AWS. You will have plenty of opportunities to build your technical, leadership, business and consulting skills. Your onboarding will set you up for success, including a combination of formal and informal training. You’ll also have a chance to gain AWS certifications and access mentorship programs. You will learn from and collaborate with some of the brightest technical minds in the industry today.

Basic Qualifications

• 3+ years of business development, partnership management, or sourcing new business experience

• 3+ years of driving end to end delivery, and communicating results to senior leadership experience

• Experience using data and metrics to determine and drive improvements

• Experience setting up and managing a sales pipeline

• Experience with sales CRM tools such as Salesforce or similar software

• Experience with technology transformation initiatives, migration / modernisation methodologies, tools and technologies.

Preferred Qualifications

• Knowledge of Excel at an intermediate level (e.g., pivot tables & charts, multiple criteria lookups, nested logical/IF formulas, data cleansing, array formulas, etc.)

• Experience in technology product or service sales.

Acknowledgement of country:

In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:

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, disability, age, or other legally protected attributes.