Business Development - SMB, Territory Segment
Bengaluru, KA, IN
12d ago

Would you like to lead the digital transformation of one of the largest market segments SMBs in India and thereby influence decision making towards utilizing Amazon Web Services as the basis for their clients’ technology and drive industry innovation?

Do you have the business savvy, the technical insight, and the background necessary to mesh with the Owners / CXOs in the SMB Community to help further establish Amazon as the leader in the cloud computing space?

As the SMB BDM of AISPL, you will have the exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon’s cloud computing platform within the SMB community.

Your primary responsibility will be to identify, develop, and lead engagements with SMB CXOs to drive digital transformation via thought leadership, showcasing mechanisms to enable SMBs to foster innovation.

You will work with a cross functional team focused on enabling the AISPL ecosystem at the field level with primary outputs that devise and execute strategies to influence & engage with the SMB business segment.

This would include strategic business planning, driving light house SMB engagements, building and nurturing strategic partnerships with channel partners & key SMB associations / chambers of commerce to drive relevant mindshare for AWS amongst SMB CXOs.

The right candidate will have experience in delivering Digital Innovation & thought leadership engagements with SMB customers.

This includes demonstrated experience in developing digital innovation opportunities for customers, a proven track record of leading and driving multiple projects to meet customer business objectives, excellent project management skills, a customer-

obsessed and collaborative approach, strong data and metrics bias, a good understanding of cloud solutions, and a passion for helping SMB customers transform their business using cloud technologies.

This leader must be able to effectively engage at the C-level and drive strategic business planning across all functions of AISPL and our internal partners including business development, WW Teams, product teams, marketing, training, etc.

A big part of this role is defining the strategy of market segments to, pursue, detailed engagement Plans, Gain mindshare and access to SMB’s board level discussions.

Job Responsibilities

Serve as a key member of the India territory Business team of AISPL in helping to drive overall AWS cloud market and technical strategy.

Identify key consulting, advisory, influence Partners and SMB associations who advise / influence SMB CXOs with respect to their technology needs, and drive engagement with these partners / firms.

Work closely with the Consulting / Advisory / Influence Partners / SMB Associations in building large pursuit deals since most of these partners act as Consultants and play a key roles in Digital Innovation and Digital Transformation of the customers.

Drive Innovation within industry verticals in helping partners build IPs and repeatable frameworks which can move the needle for SMB customers.

Work closely with territory business leadership team in identifying growth areas for the SMB business, identify roadblocks for growth and establish new partner engagements and solutions


Good understanding of public and hybrid cloud platforms, and the technologies customers are using to drive and deliver digital innovation

Passion for SMB market in India deep understanding of how SMBs operate and the characteristics of SMB businesses

The right person will be strategic thinker, analytical, and possess 10+ years of business development, strategic partnerships, or program / product management experience

Strong experience within and knowledge of the Management Consulting community

Strong verbal and written communications skills are a must, as well as leadership skills

Demonstrated ability to work effectively across internal and external organizations is key

MBA, Masters or equivalent executive level experience


10+ years of relevant work experience in the enterprise / SMB and industry markets. Breadth and depth in multiple industry markets and industry ecosystems

Atleast 3 years of experience in customer-facing digital innovation or equivalent consultative-selling role

Strong business and financial acumen and negotiations skills

Deep knowledge of Amazon leadership principles and innovation mechanisms

Published thought leadership in digital transformation

Good working knowledge of AWS Services especially higher level services that are the focus of customer innovation (AI / ML, IoT, etc.)

Experience in the technology practice of large consulting firms

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