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Principal Business Development Lead – Greenfield GTM Strategy

Job ID: 2109483 | Amazon Web Services, Inc.

DESCRIPTION

Job summary
Do you have the business savvy, technical knowledge, and leadership skills necessary to help AWS accelerate new customer acquisition and customer business transformations in the cloud? Are you experienced at helping customers envision how technology innovation can unlock new market opportunities and business value?

If you are a hands-on Go-to-Market (GTM) leader located in the Eastern US, with a desire to shape and scale the future of business, we want to meet you!

At AWS, the GTM team plays a critical role in helping our customers and sales teams think big and move fast. We apply our business and technical expertise toward removing blockers, overcoming challenges and accelerating business outcomes.

As the Greenfield GTM Strategy lead in the East, you will be responsible for growing market share through new customer acquisition, customer acceleration, pipeline, goal and revenue attainment. You will accomplish this by establishing and shaping end-to-end go to market strategy, evolving investment programs and driving adoption and ensuring cross-functional team execution. You will be responsible for driving specific goals and key mechanisms across the business to support executive engagement, continuous prospecting, account planning and strategic pursuits. You will be an essential business partner to our Greenfield sales leadership team and help develop our Greenfield business as a destination for top talent.

The ideal candidate possesses direct Sales and Go-to-Market leadership experience working with Greenfield customers. You should be able to demonstrates a track record of unlocking new market opportunities with innovative, proven and measurable results. You will serve as a strategic business partner to AWS sales leadership, driving adoption and scale through service specialists, business development, partners and commercial teams. You will help our team identify and execute end-to-end go to market sales motions that drive transformational customer outcomes. You will operate as a trusted business advisor, diving into external customer data and internal segment analyses to help target Greenfield engagement campaigns. You must be experienced at leading virtual teams in order to harness the power of AWS to deliver exceptional customer outcomes.


About the team
Work/Life Balance

Our team is focused on balancing life with work, and does this via work autonomy and by prioritizing solutions and processes that enable the success of our customers. Our BD teams align to a specific geography (West, Central, NE, SE, etc.) with a high degree of flexibility on location within each region.


Mentorship & Career Growth
Our team is dedicated to supporting new team members. Our team has a broad mix of experience levels and Amazon tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We also encourage curiosity and ownership of self-service learning opportunities within Amazon Web Services’ internal training and certification resources.


Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.



BASIC QUALIFICATIONS

• Bachelor’s degree in Business Administration, Finance, Economics, Engineering or a related field
• 10+ years of leading Go to Market, Sales Strategy, Sales Operations, Sales Excellence, Sales Finance or similar function for a fast-paced sales organization
• Understanding of sales methodologies, sales behaviors, sales processes, contract structures, customer incentives and negotiations.
• Demonstrated experience driving account planning, win planning and close planning mechanisms for key strategic accounts.
• Ability to analyze key business trends and provide actionable recommendations to sales leadership
• Excellent project management and multi-tasking skills to manage business mechanisms across executive programs and cross-functional stakeholder teams
• A deep understanding of how large organizations operate, cultural nuances, and the ability to manage multiple diverse stakeholders
• Ability to get things done across matrix organizations with multiple executives involved
• Demonstrated experience in managing cross-functional teams responsible for driving end-to-end sales and/or consulting engagements with customers.
• Cloud competencies and an understanding of cloud consumption models
• Attention to detail and ability to produce high quality work under tight timelines
• Excellent written, verbal, presentation, and interpersonal skills at an executive level
• Advanced proficiency with Microsoft Office Suite, particularly Microsoft Excel, Word & PowerPoint

PREFERRED QUALIFICATIONS

• MBA or similar relevant advanced degree is preferred
• 15+ years of leading Go to Market, Sales Strategy, Sales Operations, Sales Excellence, Sales Finance or similar function for a fast-paced sales organization
• Advanced understanding of the sales methodologies, sales behaviors, sales processes, contract structures, customer incentives and negotiations.
• Strong ability to develop hypotheses, work with complex analyses, synthesize findings and formulate strategic recommendations to improve business outcomes
• Project management and multi-tasking skills to manage business mechanisms across account planning, deal strategies, executive programs and cross-functional stakeholder teams
• Ability to scale and translate best practices for Sales, Solution Architecture, Partner, Professional Services, Cloud Economics and Service teams
• Demonstrated experience in managing cross-functional teams responsible for driving end-to-end sales and/or consulting engagements with customers.
• Cloud competencies across native AWS services and an understanding of cloud consumption models



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, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.