AWS is one of Amazon’s fastest growing businesses, servicing customers in more than 190 countries, reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global industry leaders. AWS customers include some of the most innovative Startups like Netflix, Pinterest, Spotify, Airbnb, and Instagram as well as some of the largest global enterprises like Shell International, Unilever, Hitachi, Sharp, Bristol-Myers Squibb, and Samsung. We help global and local enterprises to use cloud to remediate their technical debt and build new innovative businesses.
AWS Enterprise Support customers rely on us when running their business critical workloads on the AWS platform, and our Technical Account Managers (TAMs) and cloud support engineers are the primary daily touch-point for those customers. Customers include very large Enterprises, Public Sector companies, as well as fast growing businesses, internet companies, and the Web3 organizations. Unlike most support organizations, AWS Support is a self-standing business with revenue and P&L responsibility and one of the fastest growing businesses within AWS.
As Premium Support BDM based in Singapore, you will be part of the Enterprise Support organization focusing on the markets including Web3 and Hong Kong. In this strategic role, you'll serve as the crucial bridge between Account Managers (AMs), Technical Account Managers (TAMs), and Enterprise Support Managers (ESMs), orchestrating complex enterprise support opportunities through their lifecycle. You'll focus on strategic pipeline management, lead qualification, and enabling the broader AWS ecosystem to drive premium support adoption across diverse regional markets. You will identify areas for sharpening our Support proposition (e.g. a differentiated offering, value and return on investment vs price) and design and execute controlled experiments driving commercial innovation. You will quantify the impact of Support in driving AWS platform adoption, estimate the ROI, and design and execute initiatives to help accelerate our customer cloud adoption journey. You will enable the sales team to drive the day-to-day interactions with prospects, selling the Support value proposition, in order to build long-term business opportunity.
You'll join a diverse team of business development professionals who work closely with technical teams to drive the adoption of AWS Premium Support services. In this role, you'll have the opportunity to influence both business and technical stakeholders while developing deep expertise in AWS's latest cloud technologies and support offerings, with particular focus on emerging technologies including Web3, and digital asset platforms.
Key job responsibilities
- Manage and develop Premium Support business across Web3 and Hong Kong business.
- Build relationships with Web 3, Hong Kong, and emerging technology companies in the region
- Analyze drivers of Enterprise Support adoption and identify levers for improvement in regional markets
- Manage and optimize the opportunity pipeline for both new business across multiple territories
- Identify and analyze pipeline patterns to inform strategic business decisions
- Prepare and present business reviews to the senior Sales and BD management team
- Design and execute controlled experiments to refine support offerings, enhance differentiation, and drive commercial innovation
- Earn Trust with key stakeholders from CxO level to technical decision-makers across different cultural and business environments
- Partner closely with Account Managers to review and qualify opportunities, ensuring proper tracking through SFDC
- Drive engagement with AWS Global Sales (AGS) teams to maximize enterprise support adoption
- Drive the creation and promotion of customer success stories and case studies from regional markets
- In collaboration with Field Enablement, create training programs to ensure sales teams can articulate the value proposition of AWS Enterprise Support
- Collect and channel customer feedback to drive continuous product improvements
- Collaborate with global teams and Beijing-based PSBD colleagues to implement strategic initiatives and best practices
- Support the implementation of new programs acceleration and Enterprise Support pricing promotions
- Serve as the regional expert for the opportunities and requirements in the markets outside of Mainland China
A day in the life
As a Premium Support Business Development Manager based in Singapore, you'll work at the intersection of business and technology, helping customers understand and maximize the value of AWS Support services across multiple regional markets. You'll collaborate with account teams, solutions architects, and support delivery teams to ensure customer success while driving business growth. Your day might involve analyzing pipeline data, conducting strategic reviews with Account Managers, traveling to Hong Kong and other regional markets for customer engagements, enabling field teams on new support offerings, engaging with Web3 and emerging technology companies, and orchestrating complex opportunities through various stakeholders across different territories.
Basic Qualifications
- 6+ years of developing, negotiating and executing business agreements experience
- Bachelor's degree
- Experience in developing strategies that influence leadership decisions at the organizational level; managing programs across cross functional teams, building processes and coordinating release schedules; selling enterprise software or cloud-based applications; explaining complex technical concepts to various business and technical audiences; presenting to both technical and non-technical executive audiences
- Proficiency in Mandarin is required as the role involves liaising with Mandarin-speaking clients/business partners/stakeholders/customers who predominantly communicate in Mandarin.
Preferred Qualifications
- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
- Knowledge of Web3 technologies
- Understanding of regional business culture and practices
