Principal Business Development Manager - Energy & Utilities

Principal BD-Energy & Utilities, 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 Mining, Metals, Minerals, Chemicals, 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.
Domain areas of expertise would include key elements of the following:
• 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 Power & Utilities customers across DISCOMs, GENCOs, TRANSCOs, and private utilities
Coach account teams and help define the strategic direction for top accounts, with a focus on line-of-business solutions and business sponsors in areas such as grid modernization, renewable integration, and operational efficiency
Lead pre-sales activities for Power & Utilities 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 Power & Utilities Market Development team, AWS Professional Services, AWS services teams, partners, and Amazon product teams — particularly in smart metering, battery storage analytics, and predictive O&M
Conduct executive workshops with industry leaders and executives and translate into priority areas for grid modernization, energy transition, and operational transformation
Effectively position AWS in Power & Utilities through participation in industry conferences (e.g., India Smart Grid Forum, ELECRAMA, REI Expo), executive briefings, and other public speaking opportunities
Work closely with AWS technical experts in solutioning, developing, and delivering AWS-based solutions to customers in areas including IoT-enabled grid monitoring, AI-based predictive maintenance, and data lake architectures for meter data
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
Coach account teams and help define the strategic direction for top Power & Utilities accounts, with a focus on transformation use cases in battery storage, smart metering, and O&M optimization
Lead pre-sales activities for Power & Utilities accounts, engage with CXOs and Line of Business leaders at utilities to articulate the value of cloud-powered transformation in the energy sector
Collaborate with partners and internal teams to develop compelling solutions that address regulatory mandates (e.g., smart meter rollout targets, RPO compliance) and business challenges in the Indian power sector

Basic Qualifications

- 10+ years of technology related sales, business development or equivalent experience
- Experience solving problems with technology in the Energy & Utilities industries
- BA or BS degree in a related field (MBA preferred)
- Experience communicating clearly and concisely with leadership, stakeholders, and cross-functional teams
- 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 cloud technologies, and their current or future application in Power & Utilities — particularly in smart metering, battery storage, and O&M transformation

Preferred Qualifications

- Experience in sales or sales management of infrastructure or cloud technology
- 10+ years of business development, partnership management, or sourcing new business experience in the Power & Utilities sector
- MBA or advanced degree in engineering/energy management
- Direct professional services or consulting experience in large-scale transformation programs for leading Power & Utilities companies
- Knowledge of the top ISVs and SIs in the Power & Utilities industry and their relevant offerings
- Experience with smart grid technologies including AMI, SCADA/ADMS, OMS, and GIS platforms
- Understanding of India's power sector regulatory landscape including CERC/SERC frameworks, RDSS scheme, smart meter rollout mandates, and renewable energy targets
- Familiarity with battery energy storage systems (BESS), energy trading platforms, and distributed energy resource management
- Experience with industrial IoT, digital twin technologies, and predictive analytics platforms for asset-heavy industries

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Experience Level

Senior Level