AWS Marketplace Business Development Specialist

AWS Marketplace Specialists are working with AWS teams and customer build out our go-to-market presence and customer penetration in ANZ (Australia and New Zealand). While primarily focused on ANZ, this role operates as an integral part of the APJ AWS Marketplace team and supports broader APJ initiatives and programs. The ideal candidate is highly motivated with a proven track record of building businesses in highly ambiguous environments. The ideal candidate must have a strong software sales background, demonstrating an intimate understanding of the buying customer's transaction journey of commercial-off-the-shelf software and SaaS.

You will have a demonstrated ability to influence both external and internal stakeholders. Finally, the role will work closely not only with customers, partners and AWS team members in ANZ but also with tax, legal and AWS product and engineering teams around the world to help identify customer, global partner and local partner feature requirements, and build the business case for building net new capability. As such the ideal candidate will have impeccable verbal and written communication skills. The ability to build strategic collateral and executive-level narratives is a core requirement for this role.

The ideal candidate will be comfortable in a fast-paced, high-energy environment. They will be a creative and analytical problem solver with a passion for excellent customer service, and an interest in technology and Amazon’s digital products and services. We require a demonstrated ability to plan, research, and to set priorities, handle multiple projects and meet tight deadlines.

Key job responsibilities
Customer and Account interactions – Works as a core member of the AWS MP APJ and ANZ Region team to provide AWS customers with best practice guidance on third party software procurement, deployment and governance in their AWS environment via AWS Marketplace feature adoption. Works with Senior IT, Business-line and Procurement Directors as well as individual project teams at the customer, in particular large Enterprise, ISV and Global Customer accounts, and runs scale programs for medium-low touch customer segments. The role works in partnership with consulting partners, SIs, and a select set of technology partners critical to the different customer segments in ANZ.

Internal interactions – Works closely with the ANZ sales and partner leadership, as well as their teams, as the AWS Marketplace subject matter expert and business owner. Also collaborates with the broader APJ AWS Marketplace team to align strategies and share best practices across the region.

Projects and initiatives – Will take responsibility for 1/ developing and executing strategies that drive adoption of AWS Marketplace in ANZ and progress buying customers into deeper tiers of the Marketplace flywheel; 2/ providing timely and relevant input into the AWS MP Internationalization roadmap from both ANZ customers and partners, and supporting APJ-level planning; 3/ rolling out scale customer engagement programs for medium-low touch segments across ANZ.

A day in the life

- Develop and execute ANZ GTM strategies for AWS Marketplace that drive customer adoption and expand the Marketplace business
- Use superior communication and leadership skills to evangelize AWS Marketplace messaging that reflects the voice of Amazon
- Liaise with ANZ and APJ partner and sales teams to gather input, align priorities, and document program requirements
- Develop and maintain detailed plans for each new Marketplace initiative, tracking milestones, deliverables and deadlines across ANZ and APJ
- Take full responsibility for the progress and launch of multiple programs and customer engagement initiatives, from design phase to implementation
- Use sound business judgment to make quick decisions under pressure in ambiguous circumstances, balancing ANZ priorities with broader APJ objectives

Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

About the team
This position is part of the Amazon Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

AWS Marketplace Specialist are part of the World Wide Specialist Organization (WWSO) and is responsible for driving the adoption of AWS Marketplace with buyers. This is a highly distributed team across the APJ region, with team members spread across multiple locations including Australia, Singapore, India, Japan and Korea.

Basic Qualifications

- 6+ years of developing, negotiating and executing business agreements experience
- 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Experience selling enterprise software or cloud-based applications
- Experience presenting to both technical and non-technical executive audiences

Preferred Qualifications

- Experience interpreting data and making business recommendations
- Experience with varying software licensing models
- Prior experience working in the tech ecosystem

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.