Premium Support Business Development Manager, AWS Enterprise Support, AWS Enterprise Support

AWS Applied AI Solutions (AAIS) is building toward a future where every business innovates with Amazon AI teammates. To get there, we build AI solutions that improve human capabilities and transform entire business functions. We create end-to-end products that surprise and delight out-of-the-box, making complex things easy and hard things possible, with no cloud experience required. We start with customers who embrace the future and build bridges to meet the rest where they are. We pursue ambitious opportunities with conviction, and we are looking for builders who share that mindset.

AWS is one of Amazon's fastest growing businesses, servicing customers in more than 190 countries, reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global industry leaders. AWS customers include some of the most innovative Startups like Netflix, Pinterest, Spotify, Airbnb, and Instagram as well as some of the largest global enterprises like Shell International, Unilever, Hitachi, Sharp, Bristol-Myers Squibb, and Samsung. We help global and local enterprises to use cloud to remediate their technical debt and build new innovative businesses.

As Premium Support BDM for Startups, you will be part of the Enterprise Support organization and own the go to market strategy for Support across the startup segment. Your goal is to grow adoption of paid Support offerings among startups while maintaining target margins, and to use Support as a lever that accelerates startup growth on AWS. You will engage founders, CTOs, and engineering leaders to understand why they need Premium Support (or why not), what pain points they face as they scale, and what stops them from investing in support earlier. You will sharpen our Support proposition for startups, including differentiated offerings by funding stage, value and ROI versus price, and programs tied to VC and accelerator programs. You will design and run controlled experiments to drive commercial innovation, quantify how Support drives AWS platform adoption and startup retention, and enable the Startups sales team to tell a compelling Support story. You will also work with partners to develop and pilot new Support offerings for startups.

The ideal candidate will possess a keen business sense and exceptional 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.

Key job responsibilities

• Engage founders, technical leaders, VCs, accelerators, partners, and Startups field teams to deeply understand and measure customer value and pain points in adoption of Enterprise Support and Unified Operations Services, plus other new products launched throughout the year
• Analyze drivers of Enterprise Support Services adoption across startup stages (seed, Series A through growth, and AI native scale ups) and identify levers for improvement
• Identify, design and execute controlled experiments in driving Enterprise Support Services adoption, such as trials, stage based offers, and launch readiness programs
• Review and analyze Enterprise Support Services pricing and costing, ensuring savings are passed on to our customers and offers fit startup budgets and burn rates
• Quantify impact of Enterprise Support Services adoption on AWS Platform adoption, startup retention, and graduation to larger commitments, 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 startup segment. In conjunction with Field Enablement, create Support related training programs and material for the field team so that they can properly articulate the Support value proposition
• Work with stakeholders across Startups Sales, Premium Support, Enterprise, and the AWS Activate and VC programs
• Prepare and present business reviews to the senior Sales and BD management team
• Drive Enterprise Support Services deals end to end with Sales

About the team

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

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.

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there"s nothing we can"t achieve in the cloud.

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 and AmazeCon conferences, inspire us to never stop embracing our uniqueness.

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.