Senior Business Development, EMEA GTM Surge Acceleration
Are you interested in joining our EMEA GTM Surge Acceleration team to drive transformational Generative AI adoption for our most strategic enterprise customers?
We are looking for a seasoned Senior Business Development lead with experience driving AI and cloud adoption across priority industries, creating opportunities and accelerating production deployments for EMEA's largest and most complex accounts.
You will be the trusted advisor helping C-suite leaders, you will live at the intersection of industry expertise, executive advisory, and AI-powered business transformation.
You'll join a high-impact, lean team of senior industry-specialized advisors who combine deep sector knowledge with commercial acumen and orchestration capability — peers who have worked at leading enterprises, management consultancies, technology companies, and system integrators before joining AWS.
The ideal candidate will have both business development and industry consulting background, with experience working with customers in ISV Independent Software Vendors with demonstrated experience interacting at the CxO/VP level, and with a strong understanding of Generative AI, Agentic AI, and the technical depth to credibly engage with solution architects and technical specialists.
This role requires a strong passion for customers, a high level of comfort navigating ambiguity in undefined AI spaces, and a keen sense of ownership to set vision, build strategy, and deliver measurable production outcomes.
You will own and drive the AI engagement lifecycle across a portfolio of strategic Surge accounts — from opportunity identification through industry diagnosis, use case prioritization, build team orchestration, and production deployment; lead customer engagements at the C-suite and Line-of-Business level; translate industry-specific business challenges into actionable GenAI use cases — connecting business pain points to AWS AI services, partner solutions, and proven replicable architectures; build relationships with Line-of-Business executives, not just IT procurement; collaborate cross-functionally with account teams, solution architects, GenAIIC, ProServe, ISVs, and industry partners; represent AWS at selected industry events and contribute to thought leadership content including POVs, executive briefs, and referenceable demos.
Your experience would come from engaging key C-suite and Line-of-Business stakeholders for creating pipeline and accelerating AI transformation deals at major enterprise customers across EMEA.
A day in the life
A significant portion of your day will involve customer engagement at the C-suite level and support to account teams across EMEA. You will travel as needed to customer sites, industry events, and customer meetings.
Serve as the primary industry-specific AI advisory resource for C-suite executives of assigned Surge accounts and high-potential customers across EMEA.
Set and deliver the vision, strategy, and results for your assigned industry vertical where the AI opportunity, customer readiness, and go-to-market approach are often not yet defined.
Build business development pipeline by engaging with key C-suite prospects and partners; accelerate existing deals across Agentic Platform (AgentCore & Bedrock), AI SDLC (Kiro & AI Migrations), and Business Productivity (Quick).
Produce industry-specific thought leadership content (POVs, executive briefs, demos) for executive meetings, Executive Briefing Centers (EBCs), and industry events.
Present business reviews and strategic recommendations to senior leadership regarding progress, roadblocks, and opportunities in expanding AI adoption across assigned industries.
Sustain executive relationship continuity throughout the build lifecycle — from qualification through production launch — maintaining governance engagement, not just introductions.
Create scalable mechanisms and best practices for repeatable AI deployment motions;
Handle a high volume of engagements and interactions across multiple countries and segments in the fast pace of the AI and cloud computing market.
Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the 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.
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Basic qualifications
10+ years of business development, strategic partnerships, or enterprise sales experience in technology
5+ years in one or more priority industries: Financial Services, Software & Internet
Demonstrated track record of engaging C-suite and VP-level stakeholders in strategic technology and AI conversations
Experience translating complex business challenges into actionable technology roadmaps and orchestrating cross-functional delivery
Experience working across multiple organizations and countries to deliver results in ambiguous, fast-paced environments
Experience leading complex, multi-year initiatives that span business and technology across enterprise customers
Preferred qualifications
Deep expertise in Generative AI, Agentic AI, or cloud-native AI/ML solutions Agentic Platform (AgentCore & Bedrock), AI SDLC (Kiro & AI Migrations), and Business Productivity (Quick).
Experience orchestrating cross-functional delivery teams (consulting, engineering, partners) from POC to production
Track record of creating public customer references and thought leadership content at industry events
Experience with GTM strategy, solution design, and partner ecosystem development
MBA or advanced degree in a relevant field
Fluency in multiple European languages
Experience working within or alongside AWS, hyperscaler, or enterprise SaaS organizations
Experience identifying, negotiating, and executing complex technology agreements
Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience in Go-To-Market, Business Development, Sales, or Consulting
- 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 explaining complex technical concepts to various business and technical audiences
- Experience presenting to both technical and non-technical executive audiences
- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
- MBA or equivalent experience
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