Technical Business Development Manager (Tech BDM) - ISV Modernization

  • Amazon,
  • Santa Clara, CA
  • 5 hours ago
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Amazon
Full Time

Job Description

DESCRIPTION

Job summary
Principal Technical Business Development Manager (Tech BDM) for AWS EC2 ISV Product Modernization

Amazon Web Services is looking for a Technical BDM to help our ISV customers accelerate and de-risk their product modernization efforts from legacy architectures to AWS Cloud Native . This role is in EC2 Commercial Software Services organization's Product Management team. This unique role needs business development, product strategy, customer advisory and product management skills to grow the ISV Product Modernization Program. The goal of the ISV Product Modernization Program is to discover, qualify,engage, influence and assist ISV customers to modernize their products by influencing their product strategies, product roadmaps and business outcomes through modernization. As an AWS business development leader, you will drive the business development and Go-to-Market efforts to actively pursue ISV customers to participate in the ISV Modernization program. You are comfortable leading product strategy conversations with Sr. Business and Technical leaders at ISV customer and also with AWS internal v-team across functions that include business development, engineering, marketing, partners, professional services, training, sales, and other related teams.
The right candidate will have experience with Digital Transformation, Cloud Modernization, Product Transformation, SaaS business models and Business Development. The candidate should have demonstrated ability to engage with customers in a consultative fashion to drive modernization conversations and able to articulate the business value of product modernization. Past experience in defining, selling, and delivering large scale cloud transformation programs for enterprise customers and ISVs is highly desirable. This role required key understanding of unique business challenges and opportunities for ISVs in their digital transformation and product modernization efforts including journey to SaaS models. The role also needs to have demonstrated skills and experience in product strategy and product management, preferably in outbound product management and need to be able to show evidence of a portfolio of products launched. We are looking for demonstrated business development experience, experience in advising customers with product strategies and roadmaps, strong project management and product management skills, a customer-obsessed and a consultative approach, field engagement and enablement experience, a good understanding of cloud platforms, solutions and models ( IaaS, PaaS, SaaS), and a passion for helping customers transform their business using cloud technologies.

Key job responsibilities

• Technical Business Development : Proactively work with AWS Sellers and field teams to identify and approach ISV customers to land AWS ISV modernization value proposition and engage them in the program. Drive enablement efforts to meet the pipeline and business goals to grow the ISV nominations in the program.
• Product Strategy: Key part of the ISV Modernization program is the Product Envisioning Workshop. Lead conversations with ISV customer leadership during the workshop and influence Product strategy, business value of product modernization and product modernization roadmap. Facilitate and enrich the workshop discussions with unique point of view on how the cloud-based modernization can impact the business outcomes for ISV and AWS.
• Product Management: Identify opportunities to build tools to accelerate and simplify ISV product modernization journey.
• GTM:- Collaborate with Programs and GTM team to prepare program collaterals to be used in business development pursuits. Develop and activate global mechanisms to deliver GTM elements that may include consultative workshops, reference materials, partner engagements, linkages to other Amazon programs.
• Engagement and Project Management: Effectively manage and lead ISV workshops, engagements to successfully take ISV through Discovery to Growth journey.
• Partner Management: Manage Partner resources to effectively manage the ISV Product Envisioning Workshop. As a thought leader, present ISV Modernization at customer briefings, present at customer events, and ISV roundtables.
A day in the life
ISV Product Modernization Program is an outbound program focused on our ISV customers. The Technical BDM engages AWS sellers and explains the program to them so that they can leverage this program to drive modernization conversations with ISVs. The Tech BDM gains access to the right audience within the ISV customer through the AWS Seller. The Tech BDM engages with the customer and explains the value proposition of Product Modernization and how the AWS ISV Modernization program can accelerate the journey. The Tech BDM works with the Program team to drive nomination, discovery and Envisioning workshop with ISV customer. The Tech BDM collaborates with the Facilitating Partner to successfully complete the Envisioning Workshop and delivers a business case, product modernization strategy and roadmap to ISV. From there, a MOU is signed and the Tech BDM on boards the AML team or a Partner team to drive engagement forward to execution phase. Then the Tech BDM directs ongoing support for the customer as they work to Product Launch.

A day in the life
ISV Product Modernization Program is an outbound program focused on our ISV customers. The Technical BDM engages AWS sellers and explains the program to them so that they can leverage this program to drive modernization conversations with ISVs. The Tech BDM gains access to the right audience within the ISV customer through the AWS Seller. The Tech BDM engages with the customer and explains the value proposition of Product Modernization and how the AWS ISV Modernization program can accelerate the journey. The Tech BDM works with the Program team to drive nomination, discovery and Envisioning workshop with ISV customer. The Tech BDM collaborates with the Facilitating Partner to successfully complete the Envisioning Workshop and delivers a business case, product modernization strategy and roadmap to ISV. From there, a MOU is signed and the Tech BDM on boards the AML team or a Partner team to drive engagement forward to execution phase. Then the Tech BDM directs ongoing support for the customer as they work to Product Launch.

About the team
Our mission in the EC2 CSS Windows PMT org is to accelerate the modernization of customer's Windows workloads to open source and cloud-native alternatives on AWS. Within this org, the ISV modernization team's mission is to accelerate modernization of ISV products to cloud native architecture and help ISVs innovate and grow. Our team culture is that of camaraderie, collaboration, collegial and fun while focusing on delivering results. We support each other in driving outcomes for our customers and fulfilling our career ambitions at AWS.

BASIC QUALIFICATIONS

Basic qualifications
• BS or BA in computer science, engineering, math, finance, or economics
• Previous experience in Business Development, Product Strategy, Product Management or with ISVs in a Cloud Company
• 5+ years of product management experience in the cloud computing technology space
• L100 knowledge of cloud technolgies such as AWS
• Track record of delivering technology products/services in a cloud business environment
• Experience owning a portfolio or products and features and juggling their priorities
• Experience working with senior leaders ( C Level, VP level), highly cross-functional stakeholders, internal and external
• Demonstrated analytical, communication, and interpersonal skills

PREFERRED QUALIFICATIONS

Preferred qualifications
• MBA preferred, Certificate in Product Management a plus.
• Demonstrated evidence in Design Thinking Process( IDEO)
• Direct and demonstrated experience in Digital Transformation strategies and execution for Enterprises
• Past experience working for a large Cloud Enterprise in Product Management, Product Strategy, Digital Advisor, Cloud Business Development (Not Sales) roles
• Demonstrated experience in creating Product modernization strategies and roadmaps, SAAS commercial models, launching and growing products in commercial markets, understanding of product lifecycle desired
• Experience in Big 5 Top Tier consulting firms (Accenture, Deloitte) in Cloud Consulting space
• Demonstrated expertise in one or more of the following: Advisory, Product Launches, SaaS business models, Product Innovation, Industry Solutions
• Experience and comfort level interfacing with Senior Enterprise Leaders ( C, level and VP level)
• Demonstrated knowledge across industries and knowledge of top industry solutions and ISVs in these industries( FSI, Manufacturing, Software, Automotive)

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.

Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten 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.

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.

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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.


Company Information

Amazon is guided by four principles: customer obsession rather than competitor focus, passion for invention, commitment to operational excellence, and long-term thinking. We are driven by the excitement of building technologies, inventing products, and providing services that change lives. We embrace new ways of doing things, make decisions quickly, and are not afraid to fail. We have the scope and capabilities of a large company, and the spirit and heart of a small one. Together, Amazonians research and develop new technologies from Amazon Web Services to Alexa on behalf of our customers: shoppers, sellers, content creators, and developers around the world. Our mission is to be Earth's most customer-centric company. Our actions, goals, projects, programs, and inventions begin and end with the customer top of mind. You'll also hear us say that at Amazon, it's always "Day 1." What do we mean? That our approach remains the same as it was on Amazon's very first day - to make smart, fast decisions, stay nimble, invent, and focus on delighting our customers.

Dice Id : amazon15
Position Id : 2061441
Originally Posted : 2 months ago

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