Experience-Based Acceleration Lead - Global & Strategic Accounts

Job ID: 1394916 | AWS EMEA SARL (UK Branch)


Would you like to be part of a team focused on helping growing adoption of
Amazon Web Services’ ("AWS") business across the world’s largest multinational
organizations? Do you have the business and technical acumen to collaborate
across multiple business owners to help drive successful IT transformation and
cloud adoption? AWS enables customers of all sizes to run their applications on
Amazon’s industry-leading cloud computing platform. AWS is growing very
rapidly with over one million active customers in over 190 countries.
Experience-Based Acceleration (EBA) is a repeatable methodology, designed to
drive transformation within our largest and most complex Enterprise customer
environments, and accelerate the business benefits of their adoption of AWS
services. The complexities associated with these companies require a higher
touch experience that drives collaboration across numerous business units and
geographies, consistently and at scale. EBA is leveraged by our customers as the
tip of the spear to change the way they work and help accelerate cloud adoption
where traditional methodologies fall short. With a broad mandate to experiment
and innovate for Enterprises, we have incubated new ideas and created
repeatable processes that can now be scaled.
AWS is looking for an experienced and self-starting Business Development
Manager to support our business objectives by identifying which customers could
benefit from EBA, working with account teams to position EBA, and working with
AWS, partners, and customer teams to execute EBA and drive adoption of AWS
services by our customers.
The successful candidate needs to have a business background that enables
them to drive specific engagement and interaction with customers at C-level, as
well as a technical understanding that enables them to easily interact with
technical audiences. They should also have a demonstrated ability to think
strategically and methodically about business, product, and technical challenges,
with the ability to build and convey compelling value propositions, and work
cross-organizationally to build consensus. A track record of helping multinational
customers realize the organizational transformation opportunities through cloud
adoption is a must have.
The ideal candidate must be willing operate both tactically and strategically to
own and manage the whole life cycle of EBA business development from
planning to execution, delivery and iteration. You must have sales and business
development experience that enable customers to drive meaningful
organizational transformation through the AWS cloud. As a key team member in
this exciting and fast-growing team, you will primarily support customers in
Germany, Austria, and Switzerland; helping them realize the benefits of EBA.
You must be able to enable light house customers to deliver the sales result, and
build the long-term pipeline to support the sustainable development of the EBA
business. This role needs to engage customers directly to drive EBA outcomes,
accelerate customers’ adoption to AWS cloud services, and convert customer
demand to sales.
The Business Development Manager is at the center of scaling EBA, ensuring the
teams follow a unified process, can coordinate large scale deployments and
projects, and is measured in their approach to coach others to drive the
customer adoption of AWS. Coaching Strategists, Technology Leaders, and
Customers, this role will have cross-AWS visibility by driving alignment for cloud
acceleration in our enterprise and global multi-national customers.
Setting an example, the successful candidate will coach other AWS delivery
teams, Partners, and Customers to provide clear vision and technical direction
for diverse engineering and business stakeholders at all levels, leveraging strong
verbal and written skills. They can explain how to seek out and clearly
communicate relevant data to support complex business recommendations, and
drive the right recommendations in a highly collaborative and effective fashion.
They can create plans that have objective, measurable success criteria and
clearly communicate progress and outcomes. They anticipate the gaps between
teams, processes, and identify common roadblocks to help the organization consistently accelerate.

Scale and coach the EBAs resources (AWS, Partners, Customers) to:
Gather knowledge, define projects, and coordinate execution across
multiple global partner teams
Identify and produce appropriate business metrics, and continually
assess them to improve over time
Lead and coach Agile delivery mechanisms in non-traditional areas
of focus
Apply expertise in strategic discussions, keeping all stakeholders
productively engaged
Generate EBA demand by working with multiple teams across AWS,
Partners and Customers
Concisely represent our organization to business stakeholders and
technical staff at all levels of the company
Prepare and present detailed, written technical information for internal
and external audiences
Demonstrate exceptional judgment, integrity, business acumen, and
communication skills
Negotiate and coordinate with cross-functional organizations


Prior experience working with senior IT executives, IT outsourcing vendors
and cloud service providers to enable effective planning and facilitation of
·Experience in a business development / IT management or management
consulting role
·Ability to work effectively across internal and external organizations,
including sales, marketing, business development and training
·Technical Program Management experience


Preferred qualifications
·Self-starter and autonomous thinker
·Working knowledge and proven track record of success with analytical
problem-solving methodologies and programs
·Strong project management and influence skills; ability to negotiate and
communicate across all levels of the organization.
·Excellent presentation skills, dynamic approach with the ability to
translate theory into practical application.
·Demonstrated skills influencing global business partners.