Principal Digital Innovation, AWSI Digital Innovation & Prototyping

- Experience developing strategies that influence leadership decisions at the organizational level
- Experience working with Advanced Compute technologies including, but not limited to: Accelerated Compute, High Performance Compute, Visual/Spatial Compute, and/or IoT.
- Experience developing, negotiating, and executing business agreements, with a background in Go-To-Market, Business Development, Sales, or Consulting.
- Experience with Enterprise Application Modernization & Migration (Mainframe, Serverless, Containers, Cloud Operations) and Business Application Technologies (EUC, Supply Chain, CCaaS, Consumer Data Apps, Encrypted/Communication Developer Services).
- Experience with Data & AI technologies including AI/ML, GenAI, Analytics, Database, and/or Storage.
- Experience solving problems with technology across regulated and complex industries such as Healthcare/Life Sciences, Media & Entertainment, Financial Services, Telecommunications, Automotive & Manufacturing, and Energy & Utilities. - Strong understanding of public/hybrid cloud platforms and working knowledge of AWS services, especially higher-level innovation services (GenAI, AI/ML, Connect). Advanced skills in Amazon Quick or equivalent BI platforms for forecasting, planning, and operations.
- Passion for and deep understanding of how large, global enterprises operate, with specific Energy-domain knowledge (Upstream, Midstream, Downstream, renewables, utilities) plus the ability to draw cross-industry patterns and parallels across AWS Industries.
- 8+ years in enterprise markets across multiple industries, strong business/financial acumen and negotiation skills, experience selling to Fortune 1000 / Global 2000 organizations, and background as a founder, executive, practice leader, or business unit owner.
- Proven track record of taking ownership and driving results; strong mentor able to lead and collaborate seamlessly across technical teams, organizations, management levels, cultures, and personalities.
- Data-driven operational excellence mindset with excellent problem-solving skills; adept at multitasking, prioritizing, and managing a portfolio of projects while simplifying complexity into scalable propositions.
- Exceptional written, visual, and social communication skills with both technical and non-technical stakeholders; published thought leadership in digital transformation; MBA or equivalent.

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Would you like to help our customers innovate like Amazon - and deliver breakthrough experiences for their end customers? Would you like to pioneer the use of cloud services to help drive innovation? Would you like to be part of building a fast-growing program with worldwide scale?

As a Business Development Manager for Digital Innovation, you will have an exciting opportunity to lead customer engagements and shape and deliver the Digital Innovation program, working with other EMEA BDMs, the EMEA leadership team, and AWSI program leadership. Your primary responsibility will be to identify, develop, and lead engagements with Enterprise customers - engaging line of business and C-suite leaders, qualifying opportunities, leading innovation engagements utilizing Amazon mechanisms and driving resultant prototypes and scaled solutions. In addition, you will build and participate in mechanisms for tracking engagement impact for customers and for AWS and use your experience to help improve our engagement model.

You must be comfortable working in a fast-paced and entrepreneurial enterprise technology sales environment and working with cross functional teams as many parts of the program will have interdependencies with other teams within AWS. Typically, cross-functional collaboration includes sales leadership, vertical business development teams, solutions architecture, marketing, partners, service team leaders, professional services, and sales enablement.

The right candidate will have experience delivering Digital Innovation engagements for enterprise customers across all commercial verticals, with depth experience across 3+ verticals. This includes demonstrated experience in developing digital innovation opportunities for customers, a proven track record of leading and driving multiple simultaneous projects to meet customer business objectives, excellent project management skills, excellent judgement, a customer-obsessed and collaborative approach, strong data and metrics bias, an excellent understanding of cloud and ai based solutions with inherent curiosity, the ability to inspire others, create a coalition of the willing and a passion for helping customers transform using cloud technologies.

Key job responsibilities
Key job responsibilities

• Develop C-suite and line-of-business relationships with leading innovators within customer organizations
• Work with Sales leadership to identify and qualify customers for the Digital Innovation program
• Facilitate workshops with customer executive groups
• Be the single threaded owner for a vertical within the AWSI Portfolio. Create and manage project and program level documentation for that vertical. Collaborate on engagement level resourcing across build partners.
• Lead and coordinate translation of those solutions into working cloud prototypes, working with relevant engineering and services teams, and partners where appropriate
• Build value propositions/ business cases
• Train & enable local sales teams to help qualify customers
• Lead the end-to-end digital innovation engagements and documentation including securing executive sponsorship, attributing revenue, shepherding prototype and production builds, securing public references and generating and delivering thought leadership.
• Effectively track and articulate the value of engagements underway, and major wins
• Help develop and improve the Digital Innovation engagement model based on engagement experience
• Work with the Partner team to identify, engage and enable partners who can accelerate our approach to digital innovation
• Work with internal Amazon Marketing and Product/Service teams to advance a Learning from Amazon topic & presentation. You must be a confident public speaker with a balance of credibility and charisma.
• Conduct customer briefings, present at customer, AWS and industry events, further AWS solutions-led thought leadership in the innovation domain.
• Execute the strategic business development plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.).
• Handle a high volume of engagements and the fast pace of the cloud computing market
Basic qualifications
• The right person will be technical, creative, analytical, and possess significant experience of business development enterprise sales, or program/product management leadership experience.
• Experience working within the technology industry is highly desired. Strong verbal and written communications skills are a must, as well as leadership skills
• 5+ years' experience in customer-facing digital innovation or equivalent consultative-selling role
• 5+ years of business development, consulting, product management, or IT solutions development experience
• Education - BA or above required

A day in the life
A day in the life
You might start your morning framing the challenge for a new partnership opportunity. By midday, you are leading a cross-functional meeting with product managers and engineers to align on customer requirements and feature requests. In the afternoon, you could be iterating on a presentation about cross-cutting industry themes, coaching a teammate through a complex engagement, or working on developing pipeline. Throughout it all, you balance strategic thinking with hands-on execution, ensuring each engagement delivers measurable value.

About the team
The Digital Innovation (DI) Team and the specialist role uses Amazon's innovation mechanisms to help AWS customers define and bring new products and services to life on AWS. The DI program is one of the few customer engagement mechanisms at AWS which is exclusively line of business focus, intended to drive engagement outside of the CTO organization while deepening relationships. AWS DI Specialists work closely with senior leaders in the customer's line of business to identify challenges that can be addressed by building purpose-built solutions on AWS. They commonly engage in multi-week Working Backwards engagements (WBE) to write press releases for a new product or service, and then work with the necessary build teams to scope, validate, and build a Minimum Loveable Product (MLP) on AWS.