Principal Migration Bdm-iberia

1. Has worked in Sales/Pre-sales in cloud-based enterprise transformations and brings prior experience of shaping, selling or delivering complex multi-year business cases/proposals into large scale Enterprises
2. Demonstrates thought leadership in Migrations and Modernizations space and brings a customer-obsessed and collaborative approach with the ability to engage C-Suite to help them crystallize business benefits of their migrations
3. Has worked in highly matrixed organizations, drives change through influence beyond direct teams, and is able to orchestrate organizational efforts across a large number of cross-functional teams
4. Experience in developing and executing GTM campaigns and field enablement. Demonstrates strong communication skills and a track record of presenting at customer and public events
5. Familiarity with the 7Rs model of Applications migration and experience of shaping client conversations/campaigns around this topic and experience of building business cases and understanding of buying criteria in the enterprise cloud space

Job summary

Are you excited about helping AWS customers achieve extensive business value by migrating to AWS? Are you a thought leader who can engage deeply with our customers and cross functional AWS teams at a regional level to identify the opportunities for accelerated migrations and modernizations and develop compelling value propositions? Are you a systematic problem solver who can tackle complexity, connects the dots and develop the end-to-end GTM/Sales approach across your market segments, Customers, Partners and AWS’s internal functions?

Specifically, this Business Developer will deliver the following responsibilities:
1. Develop the Migrations & Modernization Strategy and go-to-market approach for assigned territory.
2. Help AWS Customers in the designated territory understand the business opportunity from migrating and modernizing in AWS cloud, the AWS methodologies to accelerate migration and the investments/support offered by AWS in our customers cloud adoption journey.
3. Create communities of customers and partners who have successfully migrated to AWS and share this knowledge with AWS, new clients and prospects, drawing upon other regional and global communities where needed
4. Work with territory sales leadership and Partner teams to design and execute go to market programs to build required pipeline and jointly qualify deals.
5. Orchestrate the sales process, building virtual teams (including) to ensure customers get the benefit of AWS’s experience, shaping the deal, developing contracts and ensuring effective handover of the deal to AWS Migration Success teams.
6. Working backwards from our customer needs, provides a clearly articulated business solution including the migration strategy and business cases, drawing upon resources from a cross functional team of Cloud Economics, solution architects, Professional Services, Partners and other specialists within AWS
7. Create and executes Sales enablement programs and ensure that field sales teams in designated territory understand the processes and support offered by AWS to our clients in migration of workloads
8. Coach teams and drive sales cycle from Deal discovery/deal shaping/deal closure including enable Account Managers to integrate migrations into their client journeys. Participate actively in GTM activities, events, Executive briefings to support the Account Managers in articulating the business and technical value of AWS migration journey and creating pipeline
9. Positioning our approach in a competitive scenarios, remove commercial barriers and bring in appropriate resources to remove Technical barriers and manage escalations (where required) to ensure AWS delivers best value to our clients. Create commercial constructs suited for the customer, drawing upon a variety of incentives program available in the firm
10. Be the voice of the customer and work with our colleagues in EMEA/WW and provide feedback/proposals to continuously improve the program according to the needs of our customers/market

1. Proficiency in one or more languages used in assigned territory
2. An MBA is highly valued as is a technical background with Computer Science, and/or Engineering/Math background; working knowledge of software development practices and data center / infrastructure / networking technologies highly desired.
3. Practitioner experience in migrating workloads and/or thought articles on the topic of migrations.

Role can be based from one of multiple AWS Nordics locations
Criminal certificate is required.