亚马逊云科技

Key Job Responsibilities: - Lead and grow a high-performing BD team focused on managing large, complex accounts within a specific industry. - Drive long-term strategic customer relationships, aligning internal and external stakeholders across regions and functions. - Translate customer needs into commercial opportunities and advocate for product improvements to enhance adoption and satisfaction. - Negotiate high-level agreements, act as escalation point for complex deals, and influence executive decision-making. - Represent AWS externally, build C-level trust, and promote industry-wide cloud adoption through thought leadership. Basic Qualifications: - Extensive leadership experience in complex commercial organizations, particularly serving ENT/DNB customers. - Proven track record of driving growth across cross-functional teams (BD, Marketing, Channel, Legal, etc.). - Bachelor’s degree or equivalent experience. - Fluency in Mandarin and English, both written and verbal. Preferred Qualifications: - Experience in cloud BD and transformative technologies (e.g., IoT, data analytics, GenAI, AI/ML). - Strong C-level stakeholder influence and engagement. - Broad industry customer network and proven leadership experience.

亚马逊云科技正在寻找一位经验丰富的客户经理，主要负责泛互联网泛娱乐行业客户的合作关系拓展、维护，制定执行行业新客户发展计划，推动与客户在云计算和GenAI领域的深度合作。这一职位需要与客户数字化部门、业务团队、CXO等高管建立长期信任关系，提升客户满意度，建立长期稳定的合作伙伴关系。 5年以上公有云业务拓展经验优先； 5年以上泛互泛娱乐行业相关业务拓展经验, 有大客户拓展经验优先； 具备与客户CXO角色沟通协调能力和丰富经验； 良好的项目管理和跨团队协作能力； 具备出色的沟通能力、分析和谈判能力以及独立处理事务能力优先； 具备良好的英文表达能力。

我们正在寻找有潜力、有干劲的云BD。您将通过发掘商机、建立客户关系，并提供高价值的云解决方案，推动业务增长。这是一个高成长岗位，为职业发展提供清晰路径。工作地: 北京/上海 主要职责： 挖掘云计算领域的新商机，拓展客户网络 建立并维护客户及合作伙伴关系 了解客户需求，提供定制化云解决方案 与技术团队协作，完成方案和演示 达成销售目标，并持续扩展个人客户资源 任职要求： 高潜力，自我驱动，对云行业充满兴趣 优秀的沟通能力，能用英文进行工作沟通 有结果导向，能在快节奏环境中实现目标 有销售经验者优先，但非必须 About the team 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. Why AWS 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. 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 empowers 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. 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. AWS is committed to a diverse and inclusive workplace to deliver the best results for our customers. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status; we celebrate the diverse ways we work. For individuals with disabilities who would like to request an accommodation, please let us know and we will connect you to our accommodation team.

职位描述： 亚马逊云科技正在招聘多位经验丰富的业务拓展经理。该岗位将负责维护并拓展AWS在特定行业（例如但不限于零售、游戏、媒体广告、汽车、ISV、生命科学）的客户关系，制定并推动区域上云策略与增长计划，助力客户加速采用AWS云服务。通过推动零售客户的成功，实现区域内的业务发展目标，并达成相应的收入与增长预期。 任职要求： - 本科及以上学历，计算机、信息技术或相关专业优先； - 具备5年以上IT或云行业大客户拓展经验； - 熟悉相关行业，或拥有行业客户拓展经验者优先； - 拥有与客户CXO层高效沟通与协调的能力与丰富经验； - 具备优秀的项目管理能力和跨部门协作能力； - 拥有出色的沟通表达、分析判断、商务谈判及独立事务处理能力者优先 AWS is committed to a diverse and inclusive workplace to deliver the best results for our customers. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status; we celebrate the diverse ways we work. For individuals with disabilities who would like to request an accommodation, please let us know and we will connect you to our accommodation team.

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. As a Solutions Architect within Amazon Web Services, you will partner with customers to design and implement cloud computing strategies, drive digital transformation, and maximize the value of AWS cloud services. 岗位职责 · 深入理解客户业务需求，挖掘云计算为客户带来的价值，制定合理的上云技术路线和解决方案 · 提供端到端的技术支持，深入技术细节，具备熟练的动手实践能力 · 主动协助客户优化云上架构，降低成本，推动技术转型和最佳实践落地 · 与客户技术团队及业务团队高效协作，建立长期信任关系 任职要求 必备条件： · 具备技术架构搭建方案经验，较强的动手实践能力 · 熟悉一项或多项常用技术领域，例如：计算、网络、存储、数据库、数据分析、机器学习、容器、微服务等 · 优秀的沟通表达能力，能够与客户技术团队及业务团队高效协作 · 较强的商业敏锐度和主动优化意识 · 强烈的主人翁意识，以客户为中心，良好的自我学习和团队协作能力 优先条件： · 了解生成式AI相关技术，具备实际应用能力 · 具备扎实的云计算架构经验 · 计算机及相关专业背景

招人 — AWS 计算专家解决方案架构师（EC2/Graviton/Agentic AI）| 坐标中国 我的团队正在找一位技术扎实、喜欢跟客户一起解决真实问题的计算领域专家。 你会做什么： 帮助头部客户做工作负载的算力优化，从性能基准测试到生产上线全程参与 设计和交付云原生 AI Agent 基础设施方案 赋能客户工程师团队，把技术方案变成真实的业务增长 跟金融、游戏、制造、AI 创业公司等行业最有技术追求的客户打交道 我们需要你： 5年+云计算或系统架构经验，能独立做客户技术深潜  扎实的 Linux 系统功底，熟悉性能调优和基准测试 Kubernetes 实战经验，了解容器编排和云原生架构 熟悉 ARM64/Graviton 或自研芯片生态者或者 Agentic AI 技术栈优先  中英文商务沟通能力，能做技术分享和技术文档 加分项： ◆ 有 ARM64/Graviton 相关经验（应用移植、SIMD 优化、编译适配） ◆ 了解容器沙箱技术（Kata Containers、Firecracker、gVisor） ◆ 有 EC2 实例选型、Spot 优化、容量规划经验 ◆ 有 AI 基础设施背景 坐标北京/上海/深圳均可。

This role manages one of the largest and most strategic accounts within the DNB Pursue portfolio in China with significant revenue impact and complex, multi-year business requirements. The BD Manager - Strategic Account will be responsible for driving substantial revenue growth through deep strategic partnership with a highly digital-native enterprise (such as leading fintech platforms) that demonstrates significant cloud adoption potential and IT investment capacity. Key job responsibilities Strategic Account Management • Own and manage a top-tier DNB Pursue strategic account (such as leading fintech platforms) with high digital maturity and significant cloud infrastructure requirements. • Develop and execute multi-year account strategies aligned with customer's digital transformation roadmap • Drive deep C-level and executive engagement across customer organizations, building trusted advisor relationships and influencing strategic technology decisions • Lead complex contract negotiations involving multiple stakeholders Revenue Growth & Business Development • Drive revenue expansion by identifying cloud adoption opportunities across the customer's digital ecosystem • Orchestrate cross-functional teams to deliver comprehensive solutions • Achieve ambitious revenue targets through high-value, complex deal structures Strategic Planning & Execution • Create long-term account development plans with clear milestones and success metrics • Conduct regular executive business reviews with customer and internal leadership • Identify emerging technology trends and business opportunities within the account

This role requires a unique blend of strategic thinking, hands-on execution, strong commercial acumen, and the ability to navigate the complexities of financial services regulations across multiple jurisdictions — especially as many of our internet brokerage customers operate globally with a significant overseas footprint. Key job responsibilities Account Strategy & Planning: Develop and own comprehensive account plans for each named account in your territory, including revenue targets, whitespace analysis, stakeholder mapping, competitive landscape assessment, and quarterly business review cadences. Revenue Growth & Pipeline Management: Build, manage, and convert a healthy pipeline of opportunities across your account portfolio. Drive year-over-year revenue growth by identifying new workload migration opportunities, expansion into new AWS services (including GenAI, compute, analytics, security), and long-term committed-spend agreements (e.g., PPAs/EDPs). C-Level & Executive Engagement: Establish and maintain trusted advisor relationships with senior decision-makers (CTO, CIO, CEO, Head of Technology) at key accounts. Lead executive briefings, organize customer visits to AWS facilities, and facilitate connections to AWS leadership and global FSI resources. Solution-Led Selling: Work backwards from customer business challenges — such as trading platform modernization, global infrastructure expansion, AI/ML adoption for quantitative research, risk management, and customer experience transformation — to position relevant AWS solutions and partner offerings. Cross-Functional Orchestration: Coordinate with internal stakeholders including Solutions Architects, Technical Account Managers, Industry Specialists, Specialist Sales (GenAI, Security, Database, Analytics), Partner Development Managers, and Professional Services to assemble the right team for each customer engagement and opportunity. Regulatory & Compliance Navigation: Demonstrate understanding of financial services regulatory requirements across multiple jurisdictions (China, Hong Kong, Southeast Asia, North America, etc.) and help customers architect solutions that meet compliance obligations while leveraging cloud innovation. Competitive Differentiation: Develop and articulate compelling value propositions that differentiate AWS from domestic cloud providers (Alibaba Cloud, Tencent Cloud, Huawei Cloud) and global competitors (Azure, GCP), particularly around global infrastructure reach, technology leadership, security posture, open architecture, and ecosystem breadth. Basic qualifications Experience working and communicating with multiple stakeholders, C-level executives and cross-functional teams Experience selling enterprise software or cloud-based applications 8+ years of experience in technology sales, business development, or account management, with a focus on enterprise or strategic accounts 5+ years of experience selling to or working within the financial services industry (banking, capital markets, insurance, payments, or fintech) Business-level proficiency in both Mandarin Chinese and English (written and verbal)

Key job responsibilities Strategic Account Management • Own and manage a top-tier DNB Pursue strategic account with high digital maturity and significant cloud infrastructure requirements. • Develop and execute multi-year account strategies aligned with customer's digital transformation roadmap • Drive deep C-level and executive engagement across customer organizations, building trusted advisor relationships and influencing strategic technology decisions • Lead complex contract negotiations involving multiple stakeholders Revenue Growth & Business Development • Drive revenue expansion by identifying cloud adoption opportunities across the customer's digital ecosystem • Orchestrate cross-functional teams to deliver comprehensive solutions • Achieve ambitious revenue targets through high-value, complex deal structures Strategic Planning & Execution • Create long-term account development plans with clear milestones and success metrics • Conduct regular executive business reviews with customer and internal leadership • Identify emerging technology trends and business opportunities within the account Basic qualifications - 7+ years of experience managing large and complex accounts in the cloud computing industry - Proven track record of managing relations with Digital Native Business customers - BA/BS degree required - Strong verbal and written communication skills, with the ability to engage and influence C-level stakeholders Preferred qualifications - Deep understanding of Digital Native Business models, technology architectures, and cloud adoption patterns - Demonstrated experience developing and executing go-to-market strategies for cloud solutions and IT services, including successful business development initiatives and client relationship management with DNB customers - Experience working with Consumer Electronic or Smart Phone companies, with understanding of regulatory compliance requirements, data security standards, and financial technology architectures - Knowledge of Consumer Electronics business models including smart phone, smart home devices, wearable technology, personal computing products, and connected entertainment systems. - Strong executive presence with ability to engage and influence C-level stakeholders in sophisticated business discussions - Knowledge of cloud computing concepts and design considerations - Proven ability to work independently in fast-paced environments with minimal guidance

This role manages one of the largest and most strategic accounts within the DNB Pursue portfolio in China with significant revenue impact and complex, multi-year business requirements. The BD Manager - Strategic Account will be responsible for driving substantial revenue growth through deep strategic partnership with a highly digital-native enterprise (such as leading fintech platforms) that demonstrates significant cloud adoption potential and IT investment capacity. Key job responsibilities Strategic Account Management • Own and manage a top-tier DNB Pursue strategic account (such as leading fintech platforms) with high digital maturity and significant cloud infrastructure requirements. • Develop and execute multi-year account strategies aligned with customer's digital transformation roadmap • Drive deep C-level and executive engagement across customer organizations, building trusted advisor relationships and influencing strategic technology decisions • Lead complex contract negotiations involving multiple stakeholders Revenue Growth & Business Development • Drive revenue expansion by identifying cloud adoption opportunities across the customer's digital ecosystem • Orchestrate cross-functional teams to deliver comprehensive solutions • Achieve ambitious revenue targets through high-value, complex deal structures Strategic Planning & Execution • Create long-term account development plans with clear milestones and success metrics • Conduct regular executive business reviews with customer and internal leadership • Identify emerging technology trends and business opportunities within the account

我们正在寻找有潜力、有干劲的云BD。您将通过发掘商机、建立客户关系，并提供高价值的云解决方案，推动业务增长。这是一个高成长岗位，为职业发展提供清晰路径。工作地: 北京/上海 主要职责： 挖掘云计算领域的新商机，拓展客户网络 建立并维护客户及合作伙伴关系 了解客户需求，提供定制化云解决方案 与技术团队协作，完成方案和演示 达成销售目标，并持续扩展个人客户资源 任职要求： 高潜力，自我驱动，对云行业充满兴趣 优秀的沟通能力，能用英文进行工作沟通 有结果导向，能在快节奏环境中实现目标 有销售经验者优先，但非必须 About the team 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. Why AWS 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. 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 empowers 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. 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. AWS is committed to a diverse and inclusive workplace to deliver the best results for our customers. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status; we celebrate the diverse ways we work. For individuals with disabilities who would like to request an accommodation, please let us know and we will connect you to our accommodation team.

职位描述： 亚马逊云科技正在招聘多位经验丰富的业务拓展经理。该岗位将负责维护并拓展AWS在特定行业（例如但不限于零售、游戏、媒体广告、汽车、ISV、生命科学）的客户关系，制定并推动区域上云策略与增长计划，助力客户加速采用AWS云服务。通过推动零售客户的成功，实现区域内的业务发展目标，并达成相应的收入与增长预期。 任职要求： - 本科及以上学历，计算机、信息技术或相关专业优先； - 具备5年以上IT或云行业大客户拓展经验； - 熟悉相关行业，或拥有行业客户拓展经验者优先； - 拥有与客户CXO层高效沟通与协调的能力与丰富经验； - 具备优秀的项目管理能力和跨部门协作能力； - 拥有出色的沟通表达、分析判断、商务谈判及独立事务处理能力者优先 AWS is committed to a diverse and inclusive workplace to deliver the best results for our customers. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status; we celebrate the diverse ways we work. For individuals with disabilities who would like to request an accommodation, please let us know and we will connect you to our accommodation team.

The Industry cluster GF team is looking for a BD Manager, Auto GF who is passionate, intelligent, and dedicated to expand AWS business in China local market. Key job responsibilities 1-Drive revenue and market share in automotive industry with strong engagement; Identify & engage Auto industry customer or any other customer assigned by Amazon; meet or exceed quarterly revenue targets. 2-Develop and execute against a comprehensive account/territory plan; create & articulate compelling value propositions around AWS services. 3-Accelerate new customer adoption based on volume sales play; maintain a robust sales pipeline & reporting; work with partners to extend reach & drive adoption. 4-Possess the technical ability to explain (not implement) Cloud Computing, infrastructure solutions (Server, Storage, DC Services) & Internet architectures (firewalls, load balancers, etc). 5-Develop case studies; manage contract negotiations; develop long-term strategic relationships with key accounts; develop account plan for key accounts and territory; ensure customer satisfaction (managing pre-sales and post sales customer experience) Requirements: 3+ years of technology-related sales, business development, or sales engineering/consulting experience

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. As a Solutions Architect within Amazon Web Services, you will partner with customers to design and implement cloud computing strategies, drive digital transformation, and maximize the value of AWS cloud services. 岗位职责 · 深入理解客户业务需求，挖掘云计算为客户带来的价值，制定合理的上云技术路线和解决方案 · 提供端到端的技术支持，深入技术细节，具备熟练的动手实践能力 · 主动协助客户优化云上架构，降低成本，推动技术转型和最佳实践落地 · 与客户技术团队及业务团队高效协作，建立长期信任关系 任职要求 必备条件： · 具备技术架构搭建方案经验，较强的动手实践能力 · 熟悉一项或多项常用技术领域，例如：计算、网络、存储、数据库、数据分析、机器学习、容器、微服务等 · 优秀的沟通表达能力，能够与客户技术团队及业务团队高效协作 · 较强的商业敏锐度和主动优化意识 · 强烈的主人翁意识，以客户为中心，良好的自我学习和团队协作能力 优先条件： · 了解生成式AI相关技术，具备实际应用能力 · 具备扎实的云计算架构经验 · AI Infra相关经验优先 · 计算机及相关专业背景

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. As a Solutions Architect within Amazon Web Services, you will partner with customers to design and implement cloud computing strategies, drive digital transformation, and maximize the value of AWS cloud services. 岗位职责 · 深入理解客户业务需求，挖掘云计算为客户带来的价值，制定合理的上云技术路线和解决方案 · 提供端到端的技术支持，深入技术细节，具备熟练的动手实践能力 · 主动协助客户优化云上架构，降低成本，推动技术转型和最佳实践落地 · 与客户技术团队及业务团队高效协作，建立长期信任关系 任职要求 必备条件： · 具备技术架构搭建方案经验，较强的动手实践能力 · 熟悉一项或多项常用技术领域，例如：计算、网络、存储、数据库、数据分析、机器学习、容器、微服务等 · 优秀的沟通表达能力，能够与客户技术团队及业务团队高效协作 · 较强的商业敏锐度和主动优化意识 · 强烈的主人翁意识，以客户为中心，良好的自我学习和团队协作能力 优先条件： · 了解生成式AI相关技术，具备实际应用能力 · 具备扎实的云计算架构经验 · 计算机及相关专业背景