The posting
Are you interested in joining our AWS Automotive & Manufacturing Business Development team to drive transformational deals for our largest customers?
We are looking for a seasoned Business Development lead with experience driving cloud adoption in manufacturing operations and operational technology (OT), creating opportunities for the worlds largest players in the Automotive and Manufacturing industry.
You will be the trusted advisor helping C-suite manufacturing leaders (VP Operations, Chief Manufacturing Officer, VP Supply Chain) reimagine their factory floors, production systems, and industrial data strategies with AWS. This is not an IT infrastructure role — you will live at the intersection of cloud technology and manufacturing domain expertise.
You'll join a high-impact, globally distributed team of industry specialists who combine deep sector knowledge with commercial acumen — peers who have worked at OEMs, Tier 1 suppliers, industrial automation companies, and management consultancies before joining AWS.
The ideal candidate will have both business and consulting background, with experience working with Automotive & Manufacturing customers, with demonstrated experience interacting at the CxO/VP level, with a good understanding of cloud technology and the technical depth to easily interact with technical architects.
This role requires a strong passion for customers, a high level of comfort navigating ambiguity, and a keen sense of ownership to deliver results.
You will own and drive LoB pipeline across a portfolio of strategic manufacturing accounts, from opportunity identification through qualification, business case development, and progression toward close; lead customer engagements at plant and corporate level; translate manufacturing challenges into cloud solutions — connect OT pain points to AWS services and ISV partner solutions; build relationships with manufacturing line-of-business buyers not just IT procurement; collaborate cross-functionally with stakeholders; represent AWS at selected industry events and contribute to thought leadership content.
Your experience would come from engaging key Line of Business and Technical stakeholders for creating pipeline and accelerating deals at a major Automotive and Manufacturing customers and prospects.
This role requires maintaining a customer-obsessed mindset while working with hundreds of different personalities across the organization. This role is in the Industry Solutions and Specialists (ISS) NAMER team, part of the Automotive and Manufacturing global business unit.
Key job responsibilities - Serve as a key member of the team to drive overall market share and strategy for the Automotive and Manufacturing industry.
- Define and execute on a strategic plan and ensure it's in line with the AWS strategic direction, in partnership with key internal stakeholders (e.g. account teams, industry solution architects, service teams, marketing, partners, legal).
- Define and size segments, identify and engage key customers and partners including ISVs and system integrators, creating and executing the GTM plan.
- Serve as the expert for AWS capabilities that can support offerings in the areas of Manufacturing and Supply Chain.
- Build business development pipeline by engaging with key prospects and partners; accelerate existing deals.
- Understand the technical requirements of our customers and work closely with the internal teams to guide the direction of product and solution offerings for the industry.
- Understand the use of Salesforce.com and other internal systems.
- Present business reviews to senior management team regarding progress and roadblocks in expanding our reach in the industry.
- Support the account team in complex contract negotiations and liaison with the legal and compliance group.
- Handle a high volume of engagements and interactions in the fast pace of the cloud computing market.
A day in the life A significant portion of your day will involve customer engagement and support to the account teams. You will travel as needed.
You will attend team calls, create reports and attend business reviews, escalate resource or technology constraints as needed.
You will stay current with AWS capabilities and working closely with stakeholders to guide solution offerings, while managing multiple engagements in the fast-paced cloud computing market.
You will support internal and external events.
You will contribute to the strategy and create your own initiatives.
The team comes with extensive automotive and manufacturing backgrounds, with diverse culture and locations, and both business development and industry solution skills.
About the team Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
Why AWS? Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship & Career Growth We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
- 6+ years of solving problems with technology in the Automotive & Manufacturing industries experience - 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience - 5+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience - Experience explaining complex technical concepts to various business and technical audiences - Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
- Experience identifying, negotiating, and executing complex legal agreements - Experience interpreting data and making business recommendations across leadership and cross-functional teams
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, MI, Detroit - 147,900.00 - 200,100.00 USD annually USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually
