亚马逊BD Manager, AWS GCR Industry Cluster 1

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and consistent support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow. The C2 at Amazon Web Services (AWS) is looking for a (Sr.)BD Manager to build, deliver, and maintain complex products that delight our customers and raise our performance bar. You’ll design fault-tolerant systems that run at massive scale as we continue to innovate best-in-class services and applications in the AWS Cloud.

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and consistent support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow. The C3 at Amazon Web Services (AWS) is looking for a (Sr.)BD Manager to build, deliver, and maintain complex products that delight our customers and raise our performance bar. You’ll design fault-tolerant systems that run at massive scale as we continue to innovate best-in-class services and applications in the AWS Cloud. A day in the life As you design and code solutions to help our team drive efficiencies in software architecture, you’ll create metrics, implement automation and other improvements, and resolve the root cause of software defects. You’ll also: • Build high-impact solutions to deliver to our large customer base. • Participate in design discussions, code review, and communicate with internal and external stakeholders. • Work cross-functionally to help drive business decisions with your technical input. • Work in a startup-like development environment, where you’re always working on the most important stuff.

0. 伙伴管理 ⁃ 洞察（AI， 安全网络，数据类，Devop类，企业服务）领域市场机会、市场容量与竞争格局，结合业务策略，拓展、培育生态伙伴资源及网络，促成伙伴与阿里云产品形成面向（xx）领域的联合解决方案 ⁃ 指导合作伙伴基于阿里云开展业务，能够站在合作伙伴的业务角度，从市场拓展、产品规划等方面指导合作伙伴在阿里云的成长升级，帮助伙伴建设及增强云上能力。 ⁃ 基于年度业务目标及伙伴合作政策，挖掘、调动伙伴资源，设计并与伙伴协商签订合作协议，制定GTM Plan，通过战役激励，联合市场拓展，推动合作协议落地执行，实现业务成果。 ⁃ 与公司内部相关方、生态伙伴的关键角色建立长期深度的合作机制，促进阿里云和生态伙伴的长期、全面合作关系，包括但不限于长期业务合作规划、项目团队建设、联合商机拓展、服务&交付合作、联合解决方案推广等； 0. 产品集成与联合解决方案设计 ⁃ 通过对（xx）领域、行业的深入了解，结合伙伴的产品优势，形成面向领域的优秀联合解决方案（包括方案设计、产品形态、定价设计、用户体验设计等），提升解决方案产品销售、技术方案与交付能力，在特定的行业/领域保持领先性 ⁃ 和架构师一起利用阿里云丰富的产品体系，帮助伙伴完成集成架构设计，并推进伙伴产品通过阿里云集成认证，在云市场上架，实现云上商业化 0. 市场拓展和联合营销 ⁃ 通过拉动伙伴销售团队与阿里云销售团队联合销售，拓展存量客户及市场新增客户业务机会 ⁃ 管理伙伴及阿里云商机报备，推动商机成交。 ⁃ 快速捕捉市场热点和客户业务痛点，通过市场活动挖掘产品或联合解决方案潜在商机

• Lead a high-performing BD team focused exclusively on the Gaming industry, managing complex, high-value accounts with global reach. • Hire and scale a team with deep gaming market expertise, ensuring strong industry know-how in areas such as game development, publishing, live ops, and game tech infrastructure. • Navigate multi-stakeholder, cross-functional decision-making processes across enterprise gaming accounts. Orchestrate internal AWS teams across solution architecture, marketing, partner, and product functions to support global gaming customer needs. • Understand the business models and monetization strategies of gaming customers; craft and negotiate commercial proposals that drive adoption of AWS services. • Act as a senior voice in the negotiation of key commercial relationships, including licensing, co-development, cloud migration, or platform partnerships specific to gaming clients. • Resolve escalations with discretion and autonomy, influencing product or service enhancements that remove friction for gaming customers. • Present compelling business cases to AWS senior leadership and evangelize AWS’s gaming solutions externally. • Build executive relationships with C-level leaders across gaming publishers, studios, and technology providers, representing AWS as a strategic partner in the global games ecosystem. A day in the life As you design and code solutions to help our team drive efficiencies in software architecture, you’ll create metrics, implement automation and other improvements, and resolve the root cause of software defects. You’ll also: • Build high-impact solutions to deliver to our large customer base. • Participate in design discussions, code review, and communicate with internal and external stakeholders. • Work cross-functionally to help drive business decisions with your technical input. • Work in a startup-like development environment, where you’re always working on the most important stuff.