Description

The AWS Digital BD team is responsible for acquiring and serving customers on the AWS cloud journey through digital channels and our AWS Partner Network, with the vision of “fast-track innovation in our customers by making AWS the easiest and fastest cloud to deploy through digitized support.”, reaching lakhs of customers in India

This team is a part of the AWS SMB, Greenfield, and Cloud Sales Center (CSC) function. The Digital BD Lead is responsible for the delivery of the business metrics of this segment of customers (revenue and Meaningful Business Acquisition goals) by:

1.Customer success: Ensures the successful implementation of customer’s production workloads and ongoing support to deliver output goals, owning the latter parts of the funnel after marketing (post demand generation).

2.Market segment making: Evangelizes the digital opportunity of AWS cloud for our customers and partners, championing digital support and digital resources (self-service) for customers and encouraging partners to invest in complementing our Digital motion (e.g. customer success stories, capturing customer insights, and enabling our partners). Works to ensure a successful and profitable balance of trade with partners.

3.Identifying signals: Owns the feedback loop from customer/partner signals from various sources into our marketing campaigns and product teams. Runs experiments. Quickly identifies large customer deals and supports them in the absence of an account manager.

Key job responsibilities

Key responsibilities:

Conducts customer connects to understand the pulse of the business (e.g. executive connects with high growth customers) and/or key leads (e.g. partner introductions to customers).

Ensures follow-up to inbound customer requests (e.g. MQLs) by partners, AWS teams, or outsourced teams. Participates and speaks at key partner community events to evangelize the value of digital motion to reach customers.

Runs sales-led campaigns where there are clear gaps in our AWS-marketing or Partner-led digital campaigns. These campaigns are experiments with the intent of being owned by marketing or partners in the longer term if successful.

Identifies and recruits a select number of partners (e.g. distributors, SIs, telcos) as “go-to” partners for Digital, working with them to launch Partner-led Digital Marketing Campaigns, and ensuring they are successful working with AWS in the Digital Patch. Securing budget to fund these partners for Digital campaigns working with our partner teams. Builds and maintains executive relationships.

Builds interlock and feedback loop with relevant marketing teams to approve/adjust: 1. Contact acquisition tactics, 2. Content shared with Digital Customers and 3. Digital Customer success (ensuring the Digital customers are successful running production workloads by holding those accountable for follow-up where relevant, and by extension holding partners accountable for follow-up where relevant).

Builds interlock and feedback loop with product, UI/UX teams, to improve our digital / self-service channels for AWS.

Owns the strategy for building bundles and solutions with our SI partners and ISVs to be shared with Digital customers.

A day in the life

Research and preparation for the day’s customers meetings and calls

-Collaborate with Cross functional teams on pitches and demos

Customer meeting(s) and customer cadence calls

Stakeholder mapping

Ensure high standards and maintain SFDC hygiene

Ensure timely communication with External and Internal stakeholders

About the team

The AWS Digital Sales team is responsible for acquiring and serving customers on the AWS cloud journey through digital channels and our AWS Partner Network, with the vision of “fast-track innovation in our customers by making AWS the easiest and fastest cloud to deploy through digitized support.”, reaching lakhs of customers in India

This team is a part of the AWS SMB, Greenfield, and Cloud Sales Center (CSC) function. The Digital Sales Lead is responsible for the delivery of the business metrics of this segment of customers (revenue and Meaningful Business Acquisition goals)

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

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.

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

Bangalore, KA, IND

Basic Qualifications

• 8+ years of experience in business development, digital marketing and/or sales and program management

• Experience analyzing data and best practices to assess performance drivers

• Ability to establish effective cross team and cross functional partnerships to drive cross-team initiatives

• Excellent organizational, interpersonal, and communication skills

• An ability to deal with ambiguity. Can deliver results and drive change in loosely defined situations.

Preferred Qualifications

• Previous experience with product led growth/digital marketing roles