Principal Business Development Manager - Co-Development

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AWS Industry Products (AWS IP) is an AWS engineering organization chartered to build industry-specific products by diving deep with industry innovation leaders to solve the hence-unsolved digital solutions that unblock the industry from new digital business models, step changes in efficiency, or otherwise transformative business outcomes. We are builders and innovators applying Amazon innovation mechanisms and AWS digital technologies (including machine learning, IoT, and so many more) to new industries to build AWS products that ensure industry customers can achieve and sustain the game changing benefits of digitization at scale. We are curious, passionate, and GSD (get stuff done).

The Principal Business Development Manager (BDM) will work with AWS IP leadership, customers, solution architects, product engineering teams, and sales account teams to design, develop, and deliver transformative customer strategic co-development alliances. These strategic alliances are complex, long-term engagements and represent significant investment from both AWS and our customers. We are seeking a Principal Business Development Manager to lead business outcomes, drive program delivery, ensure product-industry fit, foster productive customer relationship, and potentially serve as overall alliance lead in an upcoming co-development. Ensuring a positive, productive business relationship is key to long-term, sustainable investment ROI and requires a dedicated business resource to identify, curate, secure, and support the co-development.

The ideal candidate will have launched and incubated the market and business development of industry software and services, understand cloud computing services, be a self-starter, be capable of long term strategic vision and short term action, and be willing operate both tactically and strategically. As a key team member in this fast growing, exciting space you will have the opportunity to help lead the early market development efforts for new offerings, to establish wins with lighthouse customers and, as the business grows, to identify new customer opportunities and drive the creation of detailed new channel investment plans that can capture these opportunities and shape the future of our category. This role requires industry and solution experience, partner, product, and business development skills. In order to be successful with multi-year business engagements, this person will be focused on co-development opportunities to ensure consistency and focus on the GTM objectives set forth in the initial investment case.

The candidate should also have a demonstrated ability to think strategically and analytically about long term durable business trends, product design, and technical execution challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build actionable plans and alignment. A track record of helping establish new business via focused incubation mechanisms and then broad partnerships will be important for this role.

Inclusive Team Culture
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

Work/Life Balance
Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.

Mentorship & Career Growth
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.


· 12+ years of business development, strategic partnerships, and/or product management experience
· 7+ years closing and delivering on complex deals in technology sales, preferably industry software, hardware, or services
· 5+ years experience selling cloud, hosted and managed services in technology industry
· Proven ability to develop complex delivery projects, multi-party business justifications including financial modeling and business transformation scenarios
· Demonstrated ability to work effectively across internal and external organizations with c-suite executives and operational leaders alike


· MBA or equivalent relevant business experience
· Proven track record of influencing product teams on product strategy and implementation, preferably in industry solutions
· Experience selling to operational leaders and line of business organizations
· Solid negotiation skills, and business and financial acumen
· Experience growing a start-up or disruptive technologies in a mature market

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

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