• Bachelor's degree or equivalent
• - 5+ years of developing, negotiating and executing business agreements experience
• - 5+ years of responding to requests for proposals (e.g., determining requirements, matching requirements to technical approach and solutions, developing solutions against requirements) 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

About Amazon Web Services Since 2006, Amazon Web Services has been the world’s most comprehensive and broadly adopted cloud. AWS has been continually expanding its services to support virtually any workload, and it now has more than 240 fully featured services for compute, storage, databases, networking, analytics, machine learning and artificial intelligence (AI), Internet of Things (Io T), mobile, security, hybrid, media, and application development, deployment, and management from 105 Availability Zones within 33 geographic regions, with announced plans for 18 more Availability Zones and 6 more AWS Regions in Malaysia, Mexico, New Zealand, the Kingdom of Saudi Arabia, Thailand. Millions of customers—including the fastest-growing startups, largest enterprises, and leading government agencies—trust AWS to power their infrastructure, become more agile, and lower costs. To learn more about AWS, visit aws.amazon.com.
AWS Sales, Marketing, and Global Services (SMGS) 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. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

Amazon Web Services came to China in 2013, and has been relentlessly investing and expanding our infrastructure and business since then. Amazon Web Services launched its China (Beijing) Region (operated by Sinnet) in September 2016 and its China (Ningxia) Region (operated by NWCD) in December 2017. In 2019, Amazon Web Services added a new region in Hong Kong, making China the only country with three Amazon Web Services regions aside from the U.S. In 2022, Amazon Web Services launched Local Zone in Taipei. Amazon Web Services has also established an AI lab in Shanghai and two Io T labs in Shenzhen and Taipei. The Amazon Web Services Partner Network has thousands of Partners in China. Amazon Web Services has supported over 10,000 local startups and has provided cloud skills training to over 700,000 talents. Amazon’s first two utility-scale renewable projects—a solar farm and a wind farm—are also generating clean energy to the country’s grid.

AWS Marketplace (http://aws.amazon.com/marketplace) and AWS Data Exchange (http://aws.amazon.com/data-exchange) make it easy for millions of AWS customers to securely find, subscribe to, and immediately start to use third-party data and software products in the cloud. Our job is to bring Amazon's e-commerce expertise to cloud software and fundamentally change how software and data is discovered and consumed in the cloud. We have a long list of new ideas just waiting to be designed and implemented. We are busy driving adoption of AWS Marketplace by helping AWS customers discover, procure, deploy and manage the AWS services and third-party software and data from sellers in AWS Marketplace. At the same we are also busy driving adoption of AWS Marketplace with Independent Software Vendors, Data Providers, System Integrators and Service Providers, by enabling them to list, market and sell/co-sell through our high-scale route to market.

As the AWS Marketplace Business Development Manager, you will help drive the growth and adoption of AWS Marketplace with customers. Your responsibilities will include working closely with AWS Field BD and Solution Architect teams and driving adoption of AWS Marketplace solutions to meet customer needs across infrastructure software, Saa S services, business intelligence, vertical applications and professional services. The ideal candidate possesses a business development and technical BD background to drive revenue growth to revenue goals for purchased via AWS Marketplace.

We are looking for technical BD and business savvy candidates with an entrepreneurial spirit to establish AWS Marketplace as a key platform for software procurement and distribution. You should be self-motivated, customer-centric, and very delivery-focused with a track record of exceeding revenue goals. If you are someone who thrives in an environment where you are faced with new things every day and have the latitude to figure it out and run with it then we would like to hear from you.

The BDM will drive AWS Marketplace software sales by working with the sellers and channel partners on marketplace and collaborating with AWS Account teams to ensure products and solutions land at our customers. Primary BDM responsibilities include driving the Procurement and IT relationships around the MP programs and platform, owning the day-to-day interactions with existing customers and Greenfield accounts to identify needs met through AWS Marketplace. The BDM will be responsible for follow-up on leads from campaigns related to AWS Marketplace and managing the related pipeline. The BDM will be part of a team that serves as trusted advisor to the area BD leadership and liaison to various internal teams.

The ideal candidate will possess the knowledge of software procurement process and have the technical depth to easily communicate the benefits of deploying AWS Marketplace products to CXOs, technical or business VPs, IT architects and engineering teams across different application layers. The candidate will have a demonstrated ability to think strategically and long-term about the needs of complex global businesses and be deeply familiar with complex legacy IT environments, enterprise applications, and market analysis.

Key job responsibilities

• Technical Business Development Manager (individual contributor) that works with AWS BD and Solution Architects to meet or exceed assigned AWS Marketplace revenue goals; Enterprise selling background, dealing with complex customer IT environments; Depth of understanding of the business challenges; Exhibits proactive ability, very astute in setting customer discussions via AWS BD and partner teams
• Comfortable managing the sales adoption cycle of an opportunity and will partner with various teams to develop, propose and close new business through AWS Marketplace. Engages in senior level customer meetings to discuss customer’s business issues and explores how the Marketplace products can help address and resolve these issues
• Establish ways to measure and track metrics related to adoption of AWS Marketplace products, and to make improvements to the approach based on those measurements. Prepare and give business reviews to the senior management team regarding progress and metrics
• Educate and enable the sales teams and increase visibility of AWS Marketplace products across all relevant AWS teams. Handle a high volume of engagements and the fast pace of the cloud computing market.

About the team
About the team

Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and Amaze Con (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

AWS is committed to a diverse and inclusive workplace to deliver the best results for our customers. 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; we celebrate the diverse ways we work. For individuals with disabilities who would like to request an accommodation, please let us know and we will connect you to our accommodation team.

#AWSGCR

• - Experience interpreting data and making business recommendations
• - Experience identifying, negotiating, and executing complex legal agreements