Cloud Migration Business Development Manager

Migration Business Development Manager, Migration Team

AWS is seeking an experienced Migrations Business Development Manager to drive cloud migration adoption across enterprise customers in India. In this role, you will identify, develop, and accelerate migration opportunities — helping customers move their workloads to AWS while generating sustainable revenue growth.
You will work at the intersection of sales, technology, and strategy to help organizations realize the full value of cloud transformation — from first-time migrations and data center exits to application modernization and GenAI enablement


Key job responsibilities
Pipeline & Opportunity Development
• Identify and qualify new migration opportunities across enterprise, mid-market, and SMB segments
• Build and manage a robust pipeline of migration deals (first-time migrations, next-wave migrations, and data center exits)
• Develop compelling business cases leveraging AWS tools (Migration Evaluator, Business Value Assessments) to demonstrate ROI
• Drive Migration Acceleration Program (MAP) adoption and enrollment
Customer Engagement
• Engage C-level and VP-level stakeholders to articulate the value of cloud migration
• Partner with customers to understand their IT landscape, pain points, and transformation goals
• Orchestrate discovery workshops and migration readiness assessments
• Present migration roadmaps and total cost of ownership (TCO) analyses
Cross-Functional Collaboration
• Collaborate with AWS Account Teams, Solutions Architects, Professional Services, and Partner teams to accelerate deal velocity
• Work closely with Migration Solutions Architects to scope migration programs and define technical strategies
• Coordinate with Partner Development Managers to leverage SI/consulting partners for delivery
• Align with Customer Success teams on post-migration adoption and expansion
Strategy & Programs
• Design and execute go-to-market strategies for migrations within assigned territory/segment
• Contribute to incentive programs, campaigns, and sprint initiatives to accelerate migration deal closures
• Track and report on key metrics including pipeline creation, win rate, deal velocity, and revenue targets
• Identify market trends and competitive dynamics to inform migration positioning
Thought Leadership
• Serve as a subject-matter expert on migration and modernization trends
• Represent AWS at customer events, industry forums, and internal enablement sessions
• Create reusable content (case studies, battle cards, playbooks) to scale the migration BD motion

Basic Qualifications

- Experience in business development, partner development, sales or alliances management
- Master's degree or equivalent
- 5+ years of sales or sales management in infrastructure or cloud technology experience
- 3+ years of cloud computing experience
- Experience engaging with and influencing C-level executives
- Experience with written and verbal communication and presentation
- Demonstrated track record of meeting/exceeding pipeline and revenue targets
- Strong understanding of cloud adoption frameworks and large-scale migration patterns (6Rs: Rehost, Replatform, Repurchase, Refactor, Retire, Retain)
- Strong analytical skills with the ability to develop business cases and financial models

Preferred Qualifications

- Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization
- Associate's degree or above, or Master of Business Administration
- • AWS Certifications (Cloud Practitioner, Solutions Architect, or equivalent)
- • Experience with AWS Migration Acceleration Program (MAP) or similar incentive frameworks
- • Background in large IT outsourcing, system integration, or consulting
- • Experience in the India enterprise market with understanding of local buying dynamics
- • Knowledge of application modernization (containers, serverless, microservices) and data migration strategies
- • Familiarity with competitive cloud platforms and positioning against them
- • Strong program management skills with ability to drive cross-functional initiatives

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Experience Level

Mid Level