Business Development Manager - Storage

Job Type:Full Time
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Do you have broad and deep experience in both the business and technical aspects of cloud computing, especially in storage technologies? Do you have rich experience influencing technology choices and building programs to accelerate IT adoption with public sector customers (governments, educational institutions, non-profits)? Do you enjoy working with customers to achieve innovation and efficiency through IT modernization and cloud technologies? Can you help business leaders and technologists adopt new cloud services?

Amazon Web Services is looking for a Technical Business Development Manager to join the Worldwide Public Sector (WWPS) technical team focusing on storage (e.g. S3, Glacier, EFS, Gateway, FSx). Working closely with sales and technical leaders, you will be responsible for defining, building, and implementing a go-to-market approach that accelerates storage sales. You will identify both enablers and blockers of adoption, and build programs that accelerate adoption of the AWS portfolio of storage services. You will also work directly with sales, solution architects, and other field teams to identify, qualify, and win major customers.
The ideal candidate will possess the business savvy to interact at the CxO/VP level, and a technical background that enables them to easily interact with software developers and architects. You should have a demonstrated ability to think strategically and analytically about business, product, and technical challenges. Further, you must have the ability to build and communicate compelling value propositions, and work across the organization to achieve consensus.
This role requires a strong passion for customers, a high level of comfort navigating ambiguity, and a keen sense of ownership and drive to deliver results.

  • Define and implement a storage go-to-market strategy for WWPS target market segments.
    • Help customers and internal field teams better understand storage services, including S3, Glacier, EFS, Gateway, Snowball, and storage analytics and management, including their value proposition.
      • Uncover customers’ challenges in adopting cloud storage, and show how AWS solutions can help them provide new services, new capabilities, and new efficiencies.
      • Work with customers, partners, and internal teams, to determine key use-cases, deployment, and successful adoption of storage and related technologies. Secure “lighthouse” wins.
      • Work closely with global WWPS account teams and sales and technical leadership to build programs that accelerate adoption of storage, including generating technical content and white papers.
      • Identify and remove obstacles that block adoption of storage and related workloads, including security and compliance requirements.
      • Define and deploy storage campaigns, and work with sales and field teams to implement them.
      • Develop a deep understanding of customer technical and business needs and shape the product roadmap, in conjunction with the product teams.

      This role can be based anywhere in the Australia. Preference of Sydney. Up to 50% travel outside of Australia / New Zealand to APAC and Japan, required.


      • 10+ years or more of technical leadership, product management, business development in information technologies.
      • 5+ years or more experience in storage (e.g., business development, product management, technical marketing, etc.).
      • 1 or more years of experience with public cloud computing services.
      • Travel as needed


      • In-depth experience in storage technology (high availability, durability, redundancy, IOPS, disaster recovery, etc), storage market dynamics, and customer requirements.
      • Demonstrated ability to build and scale programs that remove blockers to customer adoption and accelerate adoption.
      • Must enjoy working in a collaborative, fast paced environment, and have outstanding teamwork skills.
      • Should prefer a hands-on, detail-oriented, “roll-up your sleeves” environment.
      • Must have a passion for innovation, and have the ability to scale and influence broadly.
      • Strong organizational, presentation, and exceptional writing skills.
      • Masters degree in relevant business, computer science, or engineering disciplines.