Description

　　Mainframe Modernization, Principal Business Development Manager (BDM)

　　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 and gain confidence to move forward with them? AWS is seeking a Principal 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 Principal 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, 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.

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

　　Arlington, VA, USA | New Jersey, NJ, USA | New York, NY, USA | Seattle, WA, USA

　　Basic Qualifications

　　7+ years of developing, negotiating and executing business agreements experience

　　Bachelor's degree

　　Experience developing strategies that influence leadership decisions at the organizational level

　　7 – 10+ years of direct/matrix sales, business development, and program management experience.

　　Experience growing Mainframe Migration and Modernization related businesses. Experience working with Mainframe Migration and Modernization partners.

　　Track record of building rapport with senior customer executives (e.g. CEO, CIO, CTO), building close relationships, and closing large revenue accounts.

　　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

　　MBA preferred

　　Experience and success in negotiating complex deals with customers and partners. You've not only carried quotas, you've consistently exceeded them by doing the right thing for your customer

　　Extensive customer network

　　Experience working with cloud computing technologies/companies

　　Motivated self-starter, proactive, and action-oriented

　　Strategic problem solving and collaboration skills

　　Strong presentation and communication skills with the ability to articulate complex concepts to cross-functional audiences (both verbal and written)

　　50% travel required

　　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 $140,800/year in our lowest geographic market up to $262,000/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. Applicants should apply via our internal or external career site.