Principal Business Development Manager, Infrastructure Strategic Collaborations in Sydney, Australia

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AWS Infrastructure Services owns the design, planning, delivery, and operation of all AWS global infrastructure. In other words, we’re the people who keep the cloud running. We support all AWS data centers and all of the servers, storage, networking, power, and cooling equipment that ensure our customers have continual access to the innovation they rely on. We work on the most challenging problems, with thousands of variables impacting the supply chain — and we’re looking for talented people who want to help.

You’ll join a diverse team of software, hardware, and network engineers, supply chain specialists, security experts, operations managers, and other vital roles. You’ll collaborate with people across AWS to help us deliver the highest standards for safety and security while providing seemingly infinite capacity at the lowest possible cost for our customers. And you’ll experience an inclusive culture that welcomes bold ideas and empowers you to own them to completion.

Would you like to be part of a team that is redefining the Enterprise IT industry? Amazon Web Services is leading the next paradigm shift in computing and is looking for an accomplished Senior Business Development Manager in the AWS Infrastructure and Infrastructure Strategic Collaborations Divestiture (ISC Divest) team providing thought leadership to customers in their efforts to exit their data centers.

In this role, you will work closely with the AWS Sales Organization, and directly with strategic System Integrators (SIs) and enterprise customers in evaluating and transforming their current data center infrastructure, enabling their cost-effective migration to AWS cloud.

You will deliver results through the execution of joint Go to Market programs, helping identifying and close large-scale IT Outsourcing wins. You will own qualification and development of data center exit opportunities, and working with various AWS sales and partner teams develop high-value solutions that enable or accelerate cloud transformation for key SI’s and enterprise customers. You will own infrastructure and financial analysis, colocation and investor partnerships, and finally delivery of the data center exit solution.

You will possess a business background that enables them to earn trust at CXO/VP level to drive an engagement. They will have a technical background that enables them to establish credibility with customer and partner infrastructure teams when engaging with AWS’s data center facility expertise.

You will have a demonstrated ability to think strategically and long-term about the needs of complex global businesses and communicate the benefits of their proposed transformation strategy. They should have a demonstrated ability to lead and participate in teams that develop complex customer solutions and to work with a high degree of autonomy.

In this role you may required to travel from 25% to 40% of the time.

Key job responsibilities

• Serve as a key member of AWS customer-facing sales teams directly supporting top partners and customers to articulate the economic value of cloud and data center transformation to their organizations

• Own and drive strategy for developing pipeline of customer engagements

• Build a seamless end to end Customer journey through the various stages of data center transformation

• Develop mechanisms for scaling the data center divest transformation model with key AWS partners

• Serve as a key source of market insights into our customers data center and infrastructure transformation challenges

• Prepare and present internal business reviews to senior management teams regarding progress and issues facing our customer

• Own and drive strategy for developing pipeline of customer engagements

A day in the life

Our mission is to leverage our expertise across physical infrastructure to drive shared value with our external customers and accelerate their journey to AWS. We will develop actionable insights to change how customers think about their migrations and their relationship with AWS.

About the team


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.

Diverse Experiences

Amazon 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.

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 in the cloud.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship and 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.

We are open to hiring candidates to work out of one of the following locations:

Sydney, NSW, AUS

Basic Qualifications

  • BS degree in Finance, Economics, Engineering, Computer Science, or a similar field or 5+ years of experience in lieu of a degree.

  • 7+ years of experience in partner management or business development and/or infrastructure program/product management.

  • 5+ years of experience with data center infrastructure and operations, site selection and procurement or similar.

Preferred Qualifications

  • Experience with Executive/CxO stakeholder management across internal/external organisations in a customer-facing role

  • Understanding of high level Data Centre infrastructure details and market trends

  • Experience interacting with legal resources and successfully managing negotiations, including legal documents

  • Contacts in the data centre Colocation and REIT markets

  • Technical or Business Degree; MBA and/or Computer Science related

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 committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer, and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, disability, age, or other legally protected attributes.

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