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Amazon Business Development Manager - AWS, Cloud Economics, Strategic Customer Engagements in Arlington, Virginia


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.

Would you like to be part of a cross-functional team focused on assessing the comparative costs and value of migrating and running applications on AWS by engaging directly AWS customers decision makers, IT professionals and influencers at all levels? Can you take complex IT infrastructure and virtualization scenarios and simplify them down to the essentials, crafting models and financial assessments that are easy to understand and apply? Are you good at defining and quantifying business value, benefits and migration costs of improved processes and tooling? Do you have the business background, technical depth, program management, analytical skills and communication skills needed to help further establish Amazon as the leader in cloud computing?

As a Cloud Economics Business Development Manager within AWS, you will help AWS customers and prospective customers shape their information technology strategies and IT financial models, and quantify the benefits of running applications in the cloud. To do this, you will work with AWS partners and other groups within AWS to give AWS customers the best insights into how to run their applications on AWS, in the most cost effective manner. You will identify economic barriers to adoption of AWS with these customers and develop repeatable strategies to overcome these barriers. You will communicate the economic value proposition for AWS to a broad audience of IT leaders. You will engage with AWS partners, including ISVs, to address concerns regarding software license management. You will also be expected to be the focal point within AWS for all TCO (Total Cost of Ownership), ROI (Return on Investment) and cost efficiency business development activities.

Your responsibilities will include supporting customers as they assess the business value/economic potential of migrating and operating on AWS and working directly AWS Sales, and BD teams. You will serve as an expert resource on the financial modeling of IT infrastructure. In appropriate cases you will bring in other AWS resources as necessary to help our customers properly evaluate their IT options from an economic perspective.

You will possess a business and IT background that enables you to drive an engagement and interact with key decision makers for our AWS customers, and the technical depth and business experience to easily communicate the economic benefits of cloud computing. You will also be deeply familiar with complex legacy IT environments, with data center economics including data center migration and refresh cycles, with common enterprise virtualization environments, and be capable of creating detailed cost models for these environments. You will have demonstrated abilities to influence decision makers in a consultative selling approach to progress decision making through their personal involvement with developing and presenting a compelling business case

Key job responsibilities

• Own and drive cloud economics scale program working with internal teams and sales stakeholders

• Serve as a key member of the Business Development team in helping to drive AWS Marketing and Sales engagements with our customers regarding the economics of their IT infrastructure

• Work with AWS Sales, and BD teams to drive proactive of ROI/economic conversations with our customers.

• Utilize a standard ROI framework and analytic model to be utilized during customer engagements.

• Serve as a resource for the Sales team to help our customers create appropriately detailed financial models for their current and future IT landscape.

• Prepare and present business reviews to the senior management team regarding progress and roadblocks on TCO related issues

About the team

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.


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

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 AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

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

  • Bachelor's degree or equivalent

  • 3+ years of customer facing, executive level communication for business case development with proven outcomes

  • 3+ years running projects or programs in a complex technology focused environment

Preferred Qualifications

  • Bachelor’s degree in Technical or Financial fields

  • Familiarity with IT infrastructure and cloud computing

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.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $83,100/year in our lowest geographic market up to $177,800/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.