Senior Business Development Manager - Manufacturing Process Industry

Senior BD - Process Manufacturing, AWS Industry Business Development

Amazon Web Services (AWS) is a dynamic and rapidly growing business within Amazon, and the leader in providing secure, reliable, scalable, and innovative cloud services that help more than a million businesses across the global scale and grow. We are expanding in several areas, and our Industry team in India is looking for a seasoned industry leader with experience in business development/sales, driving top line growth and overall end-customer technology adoption across Manufacturing Process Industries including Metals, Mining, Minerals and related sectors. The ideal candidates will possess a strong business development/sales background and Manufacturing Process Industry technology experience that will enable them to engage directly with customers, coach sales teams, and lead tactical and strategic initiatives to deliver innovative solutions to the Manufacturing Process Industry.

The ideal candidate will have demonstrated experience in designing and deploying technology solutions that support multiple areas within the Manufacturing Process Industry technology landscape.
• Knowledge of the critical systems needed to support the Manufacturing Process Industry across the value chain including production planning, asset management, quality control, supply chain optimization, and operational technology (OT) systems.
• Understanding of the workflows needed to support the various business functions within Manufacturing Process Industries including predictive maintenance, process optimization, energy management, safety and compliance monitoring, and mine-to-market operations.
• Understanding of the business, technical, and operations needs of Manufacturing Process Industry customers in India, with ability to translate into technology solutions powered by cloud and AI.
• Relationships with, and an understanding of, key system integrators and independent solutions vendors in the Manufacturing Process Industry, to include an understanding of top named ISV solutions, and SI-led service offerings.


Key job responsibilities
Effectively position AWS as a strategic and trusted partner to our India Manufacturing Process Industry customers.
Coach account teams and help define the strategic direction for top accounts, with a focus on line-of-business solutions and business sponsors.
Lead pre-sales activities for Manufacturing Process Industry accounts, work with AWS Marketing to support lead-generation and sales-acceleration activities, and influence downstream activities with global and multi-national customers.
Identify and help define the requirements for new service or packaged offerings, in collaboration with the Manufacturing Process Industry Market Development team, AWS Professional Services, AWS services teams, partners, and Amazon product teams.
Conduct executive workshops with industry leaders and executives and translate into priority areas for transformation and innovation.
Effectively position AWS in Manufacturing Process Industries through participation in industry conferences, executive briefings, and other public speaking opportunities.
Work closely with AWS technical experts in solutioning, developing, and delivering AWS-based solutions to customers.
Support the AWS Partner Network and key industry technology providers with their solutions and service line offerings developed and running on AWS.
Understand and exploit the use of Salesforce and internal Amazon systems for campaign tracking and pipeline management.
Prepare and present business reviews to senior management regarding progress and roadblocks.
Travel may be required for this role, up to 50%.


A day in the life
Define the strategic direction for top Manufacturing Process Industry accounts, with a focus on line-of-business solutions and business sponsors.
Identify and Engage with strategic stakeholder in priority accounts with aim to engage them on business critical challenges and co-create transformation roadmaps that align AWS capabilities with their strategic priorities.
Lead pre-sales activities for Manufacturing Process Industry accounts, work with AWS Marketing to support lead-generation and sales-acceleration activities, and influence downstream activities with global and multi-national customers.

Basic Qualifications

- 10+ years of technology related sales, business development or equivalent experience
- Bachelor's degree in a relevant field or equivalent work experience
- Experience in verbal and written communication for executive level leaders
- Experience working effectively across cross-functional teams and partnering well with people at all levels within an organization
- 5+ years of experience in customer-related interactions (presentations, building relationships, structuring and providing program oversight, working with partners, statements of work/commercial exposure, business case creation and presentation, and technical pre-sales).
- Demonstrated understanding of Manufacturing Process Industry workflows or value chains, and related technologies including MES, SCADA, PLCs, and Industrial IoT.
- Demonstrated understanding of cloud technologies, and their current or future application in Manufacturing Process Industries.

Preferred Qualifications

- 10+ years of business development, partnership management, or sourcing new business experience
- MBA, or Bachelor's degree in management, business administration, economics, engineering, marketing
- Experience selling cloud solutions
- Direct professional services or consulting experience in large-scale transformation programs for leading Manufacturing Process Industry companies in India.
- Knowledge of the top ISVs and SIs in the Manufacturing Process Industry and their relevant offerings

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.

Experience Level

Senior Level