DESCRIPTION

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.
As the Business Development Manager, focusing on the State governments & Educational Institutes you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and broad use of Amazon’s utility computing web services (Amazon EC2, Amazon S3 etc). Your responsibilities will include helping to define, building the necessary business and technical relationships with customers and partners to impact new AWS business in those markets, and drive the day-to-day interactions with prospects in order to build long-term business relationships. You’ll also work closely with the product/service teams to help them evolve the products/services and address issues, concerns, and requests from the field.
The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the high level Secretaries and government officials, as well as a technical background that enables them to easily interact with software developers and architects. You should have a consistent track record of consistent business performance. You should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. A keen sense of ownership, drive, and scrappiness is a must.

Key job responsibilities
• Responsible for generating and qualifying leads at scale and close business.
• Serve as a key member of the Business Development team in helping to drive state government / Educational Institutes market and technical strategy.
• Participate in procurement process through tenders and RFPs
• Position and empanel AWS services on rate contracts of State nodal bodies
• Help define the AWS state government market segments including Universities, Research Institutes, Nodal agencies and industry verticals we target.
• Set a strategic business development plan for target markets and ensure it’s in line with the AWS strategic direction.
• Execute the strategic business development plan while working with key internal stakeholders (e.g. business development teams, Proposal team, service teams, legal, support, etc.).
• Identify specific prospects/partners to approach while communicating the specific value proposition for their business and use case.
• Fill the business development pipeline by engaging with prospects, partners, and key AWS customers.
• Work closely with the AWS customer base to ensure they are successful using the value of AWS services, making sure they have the technical resources required.
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A day in the life
Understand the technical requirements of AWS customers and work closely with the internal development teams to guide the direction of the product offerings for developers.
• Understand and leverage the use of tools and other internal Amazon systems.
• Provide business reviews to the management team regarding progress, maintain a healthy pipeline with accuracy
• Develop long-term strategic partnerships in support of key markets.
• Grow the business to develop an independent territory.
• Handle a high volume of engagements and the fast pace of the cloud computing market
• Experienced with account management and solution oriented business development.

About the team
Would you like to influence cloud computing adoption in Public sector?
Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services by engaging with public sector organizations and Educational Institutes who are reinventing their IT strategy by adopting cloud computing?
Do you have the business savvy, public sector industry experience and the technical background necessary to help further establish Amazon as a leading cloud platform provider?
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred 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.

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.

Inclusive Team Culture
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Mentorship and 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.

BASIC QUALIFICATIONS

• 12-15 years of business development experience in technology industry focused on government customers
• C-level of engagement and communication skills. • Must have an understanding of government procurement and contract procedures.
• Excellent communicator who can quickly earn the respect of the team and customers.
• Must have the ability to work effectively across internal and external organizations.
• The right person will possess a good blend of technical, analytical and several years of business development in Government & Educational segment.

PREFERRED QUALIFICATIONS

MBA, Computer Science, and/or Engineering/Math background.
• Experience with cloud rate contracts with state nodal agencies
• Working knowledge of software development practices and data center / infrastructure / networking technologies and / or a Cloud Service Provider.