Principal, Business Development Manager, AWS Private Equity

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and unwavering support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.

Would you like to lead AWS’s relationships with Private Equity (PE) firms, and influence decision making toward AWS for their portfolio companies’ infrastructure? Do you have the business acumen, technical command, and advisory experience necessary to earn trust within the PE ecosystem and help further establish Amazon as the leader in cloud services?

As a Principal Business Development Manager on the AWS Private Equity team, you have the exciting opportunity to help shape and deliver on a strategy to achieve broader use of AWS within the PE firms and their portfolio companies, with a particular focus on digital transformation. Your responsibilities include identifying and prioritizing PE firms to engage, driving the necessary business, strategic and technical relationships to establish new business in the firms and in their investments. You work closely with AWS sales teams to drive day-to-day interactions with the portfolio companies in order to build long-term business opportunity. You also collaborate with our partner network, AWS corporate development, industry specialists, product management and marketing teams on strategic initiatives that tie in to the PE community.

The ideal candidate possesses both a business background that enables them to lead extended, complex engagements at the CxO/VP level, as well as a technical background that enables them to easily interact with technical leaders, software developers, architects, and data scientists. You demonstrate the ability to think strategically and analytically about business, product, and technical challenges to build and convey compelling value propositions. You work with intentionality, consistently assess impact and work cross-organizationally to build scalable solutions. A strong sense of ownership, initiative, and resourcefulness is essential.

Key job responsibilities

- Serve as a key member of the Business Development team in helping drive AWS market and technical strategy.

- Identify infrastructure needs within key PE portfolio companies, and drive engagement through the PE firms.

- Execute a strategic business development plan, effectively aligning with key internal stakeholders (e.g. sales and account teams, partners, marketing, support, etc.).

- Work closely with PE firms and portfolio company leadership to ensure they derive optimized benefit from our web services, and have access to the technical resources required.

- Understand and actively utilize Analytics tools and other internal Amazon systems.

- Prepare and give business reviews to AWS senior leadership regarding progress and roadblocks in establishing PE engagement.

- Serve as the primary eyes and ears to the PE community on behalf of AWS and Amazon.

- Handle a high volume of concurrent engagements and scale with the fast pace of GenAI and cloud computing

- Some relevant business level technical knowledge is required, such as: database systems, core distributed computing concepts, fundamentals of cloud computing and virtualization, storage systems, GenAI and machine learning, content delivery networks (CDNs) etc. with ability to go deep enough on technical aspects to differentiate between core AWS services.

About the team

Diverse Experiences

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Basic qualifications

- Experience in developing, negotiating and executing business agreements

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

- Experience working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking

- Experience in Go-To-Market, Business Development, Sales, or Consulting

- Experience working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations

- Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage

- Bachelor's degree in management, business administration, economics, engineering, marketing

Preferred qualifications

- Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner

- Experience selling to Fortune 1000 or Global 2000 organizations

- Knowledge of big data businesses and technical concepts

- Bachelor's degree in finance, accounting, business, economics, or a related analytical field (e.g., engineering, math, computer science), or a CPA and experience in financial modeling, P&L management or analysis

- Experience or equivalent business experience

- Experience of Private Equity or later-stage Venture Capital investing, operating leadership at a PE or later-stage VC portfolio company

- PE advisory experience with global strategy consultancy practices

- Working knowledge of software development practices and data center / infrastructure / networking technologies highly desired

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