Principal Growth Initiatives Sales/BD Specialist for Global Services, Global Services Business ...

Principal Growth Initiatives Sales/BD Specialist for Global Services, Global Services Business Development

Job ID: AWS EMEA SARL (UK Branch)

Global Services (GS) plays a central role in our customers' transformative cloud journeys, deeply integrating people expertise and technology capabilities at scale to shape customers' end-to-end experiences with AWS. Across our key customer adoption success services - Training & Certification, Professional Services, Support Operations, Managed Services and Security - our builders make an impact every day across millions of individuals and thousands of customers ranging from Start-ups to Enterprises. Together with AWS Partners, our work enables and accelerates customers, unlocks value, drives AWS adoption, and helps transform businesses and public sector organizations across the globe.

Growth Initiatives Sales/BD Specialist is responsible for GS sales/BD activities for a AWS-wide priority growth initiative. This role would represent GS as part of the cross-functional growth initiative team, contribute to the growth initiative strategy and plan, and work with customers, field, and GS BUs in executing and closing customer opportunities aligned to the initiative. Responsibilities include:

1. Assessing and articulating GS value proposition for the customer cohorts targeted by the growth initiative.
2. Working with the relevant customer account teams, stakeholder teams, and partners to win customers as part of the growth initiative and for GS, and secure public customer references.
3. Testing and iterating on viable win strategies, routes to market for GS services/offerings as part of the overall initiative.
4. Providing feedback to the GS product teams to shape existing and/or assemble new GS offerings.
5. Partnering with the GS deals team on tailored/customized proposals as part of the sales cycle.
6. Codifying successful win strategies and tactics, motions, and plays for the account teams and GS BD/Sales teams.

The role will earn trust and partner closely with the GS GTM/BD and GS BU Specialist Sales/BD, GS Deal Engine, and other key stakeholders across field Sales, Service/Industry Specialist Sales/BD, and APO. The candidate needs to be able to lead and influence cross-functional pursuit teams within AWS, Amazon, and customer organizations. The role needs to be a self-starter, very comfortable venturing into new domain areas, able to quickly learn, and put together and execute a pursuit plan that achieves AWS and GS business outcomes.

The right candidate will have demonstrated experience in sales/BD for customer success related services at a technology products/services organization across a range of domains, both horizontal and vertical, and a history of delivering results. Relevant previous experience in a technology products/services organization in a sales/BD role is required. Experience with AWS services and how various capabilities in Global Services help drive AWS adoption will assist in a fast-start. The role will need a strong analytical acumen, synthesis, structuring, and problem-solving skills to translate ambiguous and incomplete information into actionable business development plans and deliver results.

BASIC QUALIFICATIONS

1. Experience influencing internal and external stakeholders.
2. Experience developing, leading, negotiating and executing corporate and/or business transactions.
3. Experience developing strategies that influence leadership decisions at the organizational level.
4. 10+ years in business development.

PREFERRED QUALIFICATIONS

- Experience selling to Fortune 1000 or Global 2000 organizations.

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