Principal IBD (Manufacturing)

Job description

DESCRIPTION

Do you want to be a key part of a team focused on increasing the reach of cloud computing across stakeholders in the Manufacturing industry? Do you have the industry background, technical depth, and communication skills needed to help further establish Amazon as the leader in the industry? Manufacturing industry is under pressure to reinvent itself leveraging digital, cloud, mobile, and IoT technologies. AWS is looking for a Business Development leader who understands business trends impacting the industry, and is passionate and capable of driving market development across the sector for AWS, leveraging the richness of the AWS cloud computing platform to position and drive the right technology solutions, enable the ecosystem, and address changing industry needs.

Your responsibilities will include engaging with key industry customers, engaging strategic industry partners, attending and speaking at industry events, leading the process to enable industry solutions, and create significant new business opportunities for AWS. You will enable the AWS BD teams selling to industry accounts to drive their day-to-day interactions with key prospects. You will work closely with AWS Solutions Architects to develop and promote cloud patterns and solutions for the industry, including partner based solutions etc. You will work closely with the AWS product and services teams to help evolve AWS offerings for more rapid adoption by manufacturing customers.

The ideal candidate will have a business development or consulting background, experience working with the Manufacturing customers at the CxO/VP level, with a good understanding of legacy and emerging technologies in the Manufacturing industry. He/she should have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. A keen sense of ownership, drive, and scrappiness is a must.

Roles & Responsibilities:
· Serve as a key member of the Business Development team to drive overall AWS market and technical enablement strategy for the Manufacturing industry.
· Define and execute on a strategic market development plan and ensure it's in line with the AWS strategic direction, in partnership with key internal stakeholders (e.g. BD teams, product teams, marketing, partner team, legal, support, etc.).
· Define and size segments, identify and engage key customers, and identify and engage key partners including ISVs and system integrators.
· Build business development pipeline by engaging with key prospects and partners.
· Understand the technical requirements of our customers and work closely with the internal development teams to guide the direction of our product offerings for the Manufacturing industry.
· Understand the use of salesforce.com and other internal Amazon systems.
· Present business reviews to the senior management team regarding progress and roadblocks to expanding our reach in the industry.
· Manage complex contract negotiations and liaison with the legal group.
· Handle a high volume of engagements and interactions in the fast pace of the cloud computing market.

PREFERRED QUALIFICATIONS

· Prior experience heading Manufacturing industry vertical at a technology company, and/or a consulting company.
· Technical degree required; MBA, Computer Science, and/or Engineering/Math background highly desired; working knowledge of software development practices and data center / infrastructure / networking technologies highly desired.

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, disability, age, or other legally protected status. For individuals with disabilities who would like to request an interpreter or any support on-site, please inform our team.

亚马逊致力于打造多元化和包容性的工作场所。亚马逊是一家机会均等的雇主，不因种族、国籍、性别、性别身份、性取向、残疾、年龄或其他受法律保护的身份而歧视。如有残疾人士需要口译员或任何现场支持，请通知我们的团队。

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Desired profile

BASIC QUALIFICATIONS

· The right person will be technical and analytical, and will be capable of understanding the complexities of IT environments in the manufacturing industry.
· 10+ years of business development and enterprise solution selling experience.
· Prior experience working in the manufacturing industry is highly desired, either as a vendor or as an enterprise customer.
· Technical knowledge of enterprise IT is highly desired, including: database systems, tiered storage architectures, server and desktop virtualization, data center operations, network security, etc. with ability to go deep enough on technical aspects to understand current and future customer needs and present AWS technical benefits.
· Fluent Mandarin and English are required