(UA416) | Business Development, VMware Cloud on AWS

(UA416) | Business Development, VMware Cloud on AWS

14 Sep
Bangalore Rural

14 Sep


Bangalore Rural


Amazon Web Services (AWS) is proud to be the pioneer and widely recognized leader in Cloud Computing. Our web services provide IT infrastructure in-the-cloud that is used by hundreds of thousands of developers and businesses around the world. These customers range from start-ups to leading web companies to Global 500 companies in industries such as financial services, pharmaceuticals, and high technology.

AWS and VMware have been collaborating since 2017 when the companies developed a strong engineering effort to optimize VMware on AWS for customers seeking to migrate applications out of the Data Center into the Cloud at scale. Together, we have certified AWS to support the VMware Cloud solution,

brought purpose built EC2 instances to market to support VMware customer needs, and helped VMware leverage AWS services to power a number of their SaaS offerings. AWS has been supporting VMware vSphere workloads for customers longer than any other cloud provider and has enabled more customers than any other company.

The VMware Cloud on AWS team in Amazon Internet Services Private Limited (AISPL) engages Indian customers through 3 routes to market (RTM): the AISPL field, consulting partners, and VMware. We are seeking GTM Specialist Business Development to help shape the future of the VMware Cloud on AWS in India. Your responsibilities will include creating comprehensive go-to-market strategies to accelerate existing services, developing new customer engagement offerings, and launch new services at scale. You will be required to identify early adopters who can help influence the direction, feature set of the product, and then drive lighthouse customer wins in specific market and industry segments in India. As the business matures, you will lead efforts to refine business development (BD) motions, and identify and activate new partnerships and channels. This will involve creating a strong partnership with BD team in driving AISPL's BD pipeline focused on driving BD, adoption, and market penetration. The role will require working with the full ecosystem in AISPL to help secure lighthouse customers for new use cases, help drive top-line business for new services, and develop strategic partnerships which extend capacity in the field, ensure better CX and compliance with global AWS standards, practices and policies. This is an exciting opportunity to drive the go-to-market definition and execution of AISPL's strategy for VMware Cloud on AWS in India.

Your responsibilities will include driving strategic VMware Cloud workloads to deepen business relationships with customers and partners and develop mechanisms to establish new business in target market segments in India. You will be responsible for enabling the field organization to drive the day-to-day interactions that identify prospects for long-term business opportunities. You will focus on scaling VMware Cloud on AWS, scaling existing AWS services, delivering workload/solution specific domain expertise to the broader field organization in India, and developing repeatable, packaged solutions to solve customer challenges. As the voice of the customer, your findings will influence product teams to help them evolve the products and address issues, concerns, and requests from the field. To be successful, you will need to analyze and determine key customer insights from business drivers, market trends and customer feedback, and operating metrics.


• Bachelor's degree

• 7+years Business Development experience in a customer-facing role in the computer industry

• Experience in BD of technical cloud services or software technology products.


• 10+ years of experience in customer facing BD roles in infrastructure or cloud technology

• VMware Cloud BD and business knowledge or cloud experience which aligns to cloud implementations and migrations.

• MBA or Masters

• Ability to motivate, encourage and coach others to develop strong relationship building and BD skills

• Building and managing a healthy BD pipeline focused on driving business, adoption, and market penetration

• Experience working with new product/service development teams and their outbound functions

• Track record of building rapport with senior customer executives (e.g. CEO, CIO, CTO), building close relationships, and closing large business accounts

• Motivated self-starter, proactive and action-oriented

• Strategic problem solving and collaboration skills

• Strong verbal and written communications skills in English

• Proven ability to deliver results in a matrix organization (leveraging multiple functions and teams)

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 status.

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