Principal Business Development Manager - Retail & Consumer Packaged Goods

Principal BD - Retail, 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 Retail/CPG team is looking for a seasoned industry leader with experience in business development/sales, driving top line growth and overall end-customer adoption across the Retail and Consumer Packaged Goods industries. The ideal candidates will possess a strong business development/sales background of setting up an online business for Retail/CPG 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 Retail/CPG industry. The ideal candidate will have demonstrated experience in designing and deploying technology solutions that support multiple areas within the Retail/CPG technology landscape.
Domain areas of expertise would include key elements of the following:
• Knowledge of setting up a digital channel for a Retail/ CPG enterprise including the operating model and understanding the key technical component required to deliver the same
• Build a seamless customer experience including personalization, omnichannel experience and analytics for customer insights. Facilitated tech modernization or data foundation for the online business
• Has delivered incremental growth, revenue and market share for the enterprise through the channel
• Identified new growth opportunities across marketplaces, quick commerce D2C to drive growth
• Is proficient in the Sales and Marketing Digital transformation for CPG industry
• Knowledge of the critical systems needed to support the Retail/CPG industry across the value chain including supply chain, merchandising, e-commerce, and omnichannel operations
• Understanding of the business, technical, and operations needs of Retail/CPG 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 Retail/CPG 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 Retail/CPG 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 Retail/CPG 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 Retail/CPG 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 Retail/CPG 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
Coach account teams and help define the strategic direction for top Retail/CPG accounts, with a focus on line of business solutions and business sponsors.
Lead pre-sales activities for Retail/CPG 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
- 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 Retail/CPG workflow or value chains, and related technologies
- Demonstrated understanding of cloud technologies, and their current or future application in Retail/CPG
- BA/BS degree or equivalent work experience required
- Strong verbal and written communications skills and executive gravitas
- A team player who effectively integrates, motivates, and builds relationships with cross-functional team members, sponsors, and key stakeholders

Preferred Qualifications

- 10+ years of business development, partnership management, or sourcing new business experience
- MBA
- Direct professional services or consulting experience in large-scale transformation programs for leading Retail/CPG companies.
- Cloud sales or solutions development experience.
- Knowledge of the top ISVs and SIs in the Retail/CPG industry and their relevant offerings.

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Experience Level

Senior Level