Senior Manager, Technical Business Development - IoT Solutions

Are you passionate about the cloud? Do you want to help mold the future of how customers build amazing solutions with AWS? Want to be a part of the fast growing IoT market? Want to help define the technology AWS brings to public sector customers? We are looking for a manager to lead a talented team focused on strategy, business development, go-to-market planning/execution, partner ecosystem development, and customer enablement for IoT solutions in public sector. If you have the right blend of passion, enthusiasm, customer advocacy, curiosity and creativity, you may be the right person to lead the Public Sector IOT Technical Business Development Team.

IoT has become a priority for our customers across almost every industry. Ultimately, IoT is about solving business and mission problems – either to increase revenue by using the data to create new digital services, or to increase efficiency by using the data to streamline operations and removing costs from operations. Customers are focused on solving business challenges – not simply connecting devices – so they look to AWS to provide solutions to those problems. This leads us to ask the question: If you knew the state of every “thing” and could reason on top of the data: What problems would you solve?

As a leader in the Technical Business Development team for Public Sector, you will be a key part of answering that question. Customers are looking for references and blueprints to implement solutions like smart communities, smart transportation, smart infrastructure, predictive maintenance, environmental monitoring, fleet management and operations, just to name a few. These solutions can be complex and require additional capability from partners. Hardware partners (silicon, OEM), connectivity providers (mobile operators), implementation partners (SIs) and technology partners (ISVs) are always a part of a solution. In addition to cloud, edge is critical because of these workloads and the myriad of edge devices that make up our customers’ operations – sensors, gateways and controllers. Customers are also looking for Machine Learning, Voice and Image Recognition, Analytics, App Development and AI as part of an overall solution.

As a leader, your responsibilities will focus on developing and executing a business development plan, working with customers, engaging with partner ecosystem, drive development of repeatable solutions for our sales team to use and delight customers, and to plan for future services and solutions. In this role, your key responsibilities will include:
· Responsible for overall strategy and execution plan for IoT in Public Sector with the goal of accelerating AWS platform adoption among customers and partners.
· Work closely with sales leaders and help define market segments, customers, and industries. Build a detailed business development plan for target markets and ensure it is well aligned across AWS.
· Enablement activities for customers, partners and field teams. Enablement is key to ensure customers and partners can accelerate in a self-service mode.
· Strategic alliances with standards bodies; collaborate with teams from across AWS in nurturing alliances
· Collaborate with global marketing team on external messaging and event strategy
· Thought leadership activities via public speaking, blog posts, white papers, reference architectures
· Operate as a player-coach; mentoring team members while supporting recruiting activities as team grows

Ideal candidate will have a business and technical background that enables them to drive an engagement and interact at the executive level, as well as a technical background to work with both our engineering teams and customers building solutions with our tools. An understanding of key IoT concepts and technologies is required. They should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. A keen sense of ownership, a high level of comfort navigating ambiguity, and bias for action is a must.

Basic Qualifications

· 10+ years of cloud, technical, or digital experience.
· 5+ years of experience with successful technical business development, building and executing go to market plans, and leading sales enablement activities.
· 5+ years of experience leading technical team(s) in a matrixed organization.
· 3+ years of experience supporting large scale IoT solutions and products.
· Bachelor’s degree in computer science, engineering or related technical degree.

Preferred Qualifications

· Understanding of IoT concepts and technologies.
· Demonstrated sense of ownership and bias for action; ability to internalize goals and work independently to create appropriate action plans for those goals for self and team.
· Ability to succeed in a fast-paced, innovative, and rapidly evolving industry and business organization.
· Excellent business judgement and demonstrated ability to think and act both strategically and tactically.
· Strong presentation, sales, and negotiation skills. Job requires substantial writing.
· Ability to communicate effectively with both technical and non-technical audiences at the C level.
· Must prefer a hands-on, detail-oriented, “roll-up your sleeves” environment.
· Experience supporting IT initiatives in Public Sector, and knowledge of Public Sector procurement and operating environment.
· Track record of closing high value and high-profile deals.
· Demonstrated ability to build and scale programs that remove blockers and accelerate customer adoption.
· Master’s degree or PhD in relevant business, computer science, or engineering disciplines.
· Meets/exceeds Amazon’s leadership principles requirements for this role.
· Meets/exceeds Amazon’s functional/technical depth and complexity.

Amazon is an Equal Opportunity Employer – Minority / Women / Disability / Veteran / Gender Identity / Sexual Orientation / Age