• Industry Business Development Lead, Aviation & Transportation

    Location CN-11-Beijing
    Posted Date 5 months ago(8/1/2018 8:01 PM)
    Job ID
    Amazon Connect Technology Services (Beijing) Co., Ltd.
    Company/Location (search) : Country (Full Name)
  • Job Description

    Job Description
    Located in Beijing/Shanghai/Guangzhou/Shenzhen

    Would you like to own driving the revenue for Amazon Web Services (AWS) in China’s largest and most innovative Aviation and Transportation companies? Would you like to be part of a cross-functional team focused on increasing technology adoption of cloud computing by engaging directly with C-level executives and influencers at all levels? Do you have the business background, technical depth, and communication skills needed to help further establish Amazon as the leader in Aviation and Transportation industry.

    Your responsibilities will include helping to define key enterprises, finding strategic partners, assembling cross-functional engagement teams, and driving business and technical relationships with customers to create significant new opportunity pipelines. You will enable the AWS enterprise sales teams to more effectively drive their day-to-day interactions with key prospects. You will work closely with AWS Solutions Architects and AWS Professional Services teams to develop and promote cloud best-practices. And you will work closely with the AWS product and services teams to help evolve AWS offerings for more rapid enterprise adoption while addressing issues, concerns, and requests from the field.

    The ideal candidate will possess a business background that enables them to drive an engagement and interact at the CXO/VP level of Aviation, transportation and affiliated companies, as well as having the technical depth to easily communicate the benefits of cloud computing to IT architects, application analysts, and enterprise security and compliance teams. The ideal candidate will also have a demonstrated ability to think strategically and long-term about the needs of global businesses, and be deeply familiar with complex, legacy IT environments including applications, middleware, storage, networks, information security, and operations. A keen sense of ownership, drive, and scrappiness is a must.

    Roles & Responsibilities:
    § Serve as a key member of the Business Development team in helping to drive AWS marketing, sales, and technical strategies for the Aviation and transportation industry
    § Define and size enterprise segments, identify key industry customers, and identify industry partners including ISVs and system integrators.
    § Create strategic business development plans for identified opportunities and ensure these plans are in line with the AWS strategic direction.
    § Develop industry-specific messaging and collateral materials that effectively communicate the AWS value proposition for enterprise cloud computing, including datacenter-to-cloud extension and migration.
    § Execute the strategic business development plans while working closely with internal stakeholders including sales, marketing, & partner teams, solution architects, professional services and support teams, legal and contract teams, and the AWS service teams.
    § Fill the business development pipeline by engaging with prospects, partners, and key customers.
    § Understand the unique business & technical requirements of Aviation, transportation and affiliates customers and work closely with the internal development teams to guide the direction of our product offerings for our largest and most complex customers.
    § Understand and exploit the use of Salesforce.com and other internal Amazon systems for campaign tracking and pipeline management.
    § Prepare and present business reviews to the senior management team regarding progress and roadblocks to closing new enterprise customers.
    § Manage complex enterprise contract negotiations, in cooperation with AWS legal and professional services teams.

    Basic Qualifications

    Basic Qualifications
    § The right person will be business focused and will be capable of understanding the complexities of large Aviation, transportation and affiliates IT environments.
    § Must have 7-10 years of business development and enterprise solution selling experience.
    § Prior experience working in the Aviation/Airlines, or transportation IT industry is highly desired, either as a vendor or as an enterprise customer
    § Some relevant technical knowledge is helpful, such as: database systems, core distributed computing concepts, fundamentals of cloud computing and virtualization, storage systems, etc. with ability to go deep enough on technical aspects to differentiate between varied data storage services.
    § Strong verbal and written communications skills are a must, as well as leadership skills.
    § Must have a demonstrated ability to work effectively across internal and external organizations, including strategic partners and ISVs.

    Preferred Qualifications

    Preferred Qualifications
    § Experience working within the technology industry is highly desired
    § Experience in working with customers who are in digital transformation of Aviation and transportation Industries
    § MBA or equivalent background helpful

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