Description

Are you interested in helping customers accelerate their business by modernizing their applications from Mainframes to AWS? Do you have the business savvy, technical background, and sales experience necessary to help customers understand the value of these projects, position AI and Gen AI solutions to drive business outcomes, and gain confidence to move forward with them? AWS is seeking a Sr. BDM to lead this business, in close partnership with sales leaders, account teams, Partners, and Professional Services.

Amazon Web Services (AWS) is proud to be the pioneer and widely recognized leader in Cloud Computing. Our web services provide IT infrastructure in-the-cloud that is used by hundreds of thousands of developers and businesses around the world. These customers range from start-ups to leading web companies to Global 500 companies in industries such as financial services, pharmaceuticals, and high technology.

As the Mainframe Modernization Sr. BDM within Amazon Web Services (AWS), you will have the opportunity to deliver on our strategy to help customers on these mission critical workloads. You will be responsible for successfully engaging customers on Mainframe Migration, including: identifying Mainframe customers & opportunities, qualifying & building pipeline, driving Mainframe Modernization discussions with customers, connecting the AI and Gen AI use cases with Mainframe App and Data modernization, and responsibility for the overall sales cycle. By establishing and growing business and technical relationships, and managing the day-to-day interactions with these stakeholders, you will be responsible for driving top line revenue growth and overall end customer adoption.

The ideal candidate will possess a business background that enables them engage at the CXO level, deep experience with Mainframes, knowledge of Mainframe specific infrastructure solutions that will help drive the Mainframe Modernization ecosystem, as well as a sales background that enables them to easily interact with enterprise customers, partners, and the AWS field teams. The candidate should also have a demonstrated ability to think strategically about business, product, and technical challenges, and the ability to build and convey compelling value propositions.

Key job responsibilities

• Lead GTM to orchestrate sales motions for sales, marketing, partner, product, training, and professional services teams to accelerate adoption of your aligned technology domain.

• Leverage your deep domain expertise to create best in class field enablement and sales strategy.

• Support field teams in solution building for high priority customers.

• Bring market signals back to product teams to drive innovation on AWS product roadmaps.

• Own reporting and planning cadences to AWS executives on GTM plan execution.

• Demonstrate thought leadership and be able to credibly represent AWS at industry events, conferences, symposiums, etc.

About the team

The Worldwide Specialist Organization (WWSO) is part of AWS Sales, Marketing, and Global Services (SMGS), which 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. We work backwards from our customer’s most complex and business critical problems to build and execute go-to-market plans that turn AWS ideas into multi-billion-dollar businesses. WWSO teams include business development, specialist and technical solutions architecture. As part of WWSO, you'll provide expertise across the entire life cycle of an AWS customer initiative, from developing ideas for new services to accelerating the adoption of established businesses. We pride ourselves on thinking big, delivering exceptional results for our customers, and working across AWS as #OneTeam.

We are open to hiring candidates to work out of one of the following locations:

Arlington, VA, USA | New York City, NY, USA | Seattle, WA, USA

Basic Qualifications

• 5+ years of responding to requests for proposals (e.g., determining requirements, matching requirements to technical approach and solutions, developing solutions against requirements) experience

• Bachelor's degree

• 7+ years of relevant GTM, Sales, or Consulting experience

• 5+ years of Mainframe Application Modernization experience

• Experience developing strategies that influence leadership decisions at the organizational level

• Experience managing programs across cross functional teams, building processes and coordinating release schedules

Preferred Qualifications

• • Exceptional interpersonal and communication (both written and verbal) skills. ·

• • Experience communicating with both technical and non-technical stakeholders across multiple teams, as well as internal and external executive stakeholders. ·

• • Established track record of credibility as a technology advisor with customer executives (e.g. CEO, COO, CIO, CTO, CMO) and Line of Business Leaders.

• • Experience and success in negotiating complex deals with customers and partners.

• • Experience in a heavily matrixed sales environment, including developing, implementing, managing, and executing go-to-market growth initiatives and sales motions.

• • Deep understanding of cloud technologies, including public and hybrid cloud platforms.

• • Technical background in engineering, computer science, or MIS a plus.

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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $118,400/year in our lowest geographic market up to $220,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.