亚马逊云科技

As Engaged BD in General Business North, AWS Tech BD, you will be a proud member of Amazon Web Service (AWS) China, one of the leading cloud computing company based in Beijing. AWS are currently comprised of a full range of cloud computing products such as EC2, RDS, S3 and all the business are rapidly expanding. Joining the AWS Tech Sales team means partnering with a dynamic and creative team who set a high bar for innovation and success in a fast-paced and changing environment. Roles & Responsibilities • Drive revenue and market share in General Business business in China, with a specific focus on Beijing Greenfield Accounts, GB North Region. • Meet or exceed quarterly revenue targets; develop and execute against a comprehensive territory plan. • Hire and develop a team in assigned territories and industry; maintain a robust pipeline & reporting; work with partners to extend reach & drive adoption; manage contract negotiations. • Develop long-term strategic relationships with Key accounts in GB North Region; ensure customer satisfaction. • Expect moderate travel within the region (North) Basic Qualifications: - 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience - 10+ years of business development, partner development, sales or alliances management experience Preferred Qualifications: - 5+ years of building profitable partner ecosystems experience - Experience developing detailed go to market plans

Roles & Responsibilities • Drive AWS GB China region revenue. e.g. Manufacturing, Retail, FSI and SaaS; and market share in a defined territory(Guangdong province); meet or exceed quarterly revenue targets. • Develop and execute against a comprehensive account/territory plan; create & articulate compelling value propositions around AWS services. • Accelerate new customer adoption based on volume sales play; maintain a robust sales pipeline & reporting; work with partners to extend reach & drive adoption. • Possess the technical ability to explain (not implement) Cloud Computing, infrastructure solutions (Server, Storage, DC Services) & Internet architectures (firewalls, load balancers, etc). • 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) Basic qualifications • 5 + years of technology related sales or business development experience. • BA/BS degree required. Masters or MBA a plus. • A technical sells background with solutions and IT services to IT industry • Strong verbal and written communications skills. • Extensive customer & contact network; familiar with the Cloud ECO system in the eastern region Preferred qualifications • Masters in related field or MBA • A technical sales background with solutions and IT services to IT industry, SMB customers, startups or state-owned enterprise, with direct field experience in working with enterprise accounts across assigned territory

We’re inviting you to join our team as Startup Nurturing BD, AWS China to drive the awareness and adoption of the AWS cloud across the startup verticals and hubs in China. Your job is to engage early-stage startups to discover, grow, and keep the top startups in the world on AWS. This will be accomplished in collaboration with business development and field business development counterparts to identify, accelerate, and win business development opportunities with top startup customers and prospects. The responsibilities for this hybrid business development role include territory strategy planning, direct business development and account management engagement with startup customers to assist with service adoption and cost/architecture optimization needs, and execution of business development activities designed to help AWS's startup customers grow their own businesses. The ideal candidate will have a proven track record as a technical business development manager in technology industry, possess both a business background that enables you to drive engagement and interact with partners and managers of startup organizations such as venture capital firms, accelerators and incubators, as well as a technical background that enables you to easily interact with early-stage startup founders, software developers and architects. You should think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. A keen sense of ownership, drive, and scrappiness is a must, as is the ability to leverage and motivate AWS’s global organization to achieve high-impact results in tandem. If you have background working in venture capital firms, as well as accelerators and incubators, where you’ve developed in-depth understanding of the early-stage startups in China, that will also be a major plus. General Responsibilities: - Develop strategies to accelerate growth of high-potential early-stage startups; execute strategic initiatives for AWS, while working closely with key internal stakeholders (business development team, partners, marketing, technical, support, training, etc).、 - Understand and actively utilize salesforce.com and other internal Amazon systems to manage, track, analyze customer engagement and opportunities. - Prepare and deliver data-driven reviews to the senior management about progress, achievements, and roadblocks in the early-stage startup business; participate actively in startup community events of all kinds to identify high potential startups and build personal relationship to startup founders and influencers. Business Development-Oriented Responsibilities: - Serve as an Account Manager to high potential early-stage startup customers affiliated with AWS' top accelerator, incubator, and venture capital partners; serve as an escalation point for field business development teams managing startup customers requiring white glove support; identify high potential startups running on competing platforms, develop and execute on migration strategies in partnership with field business development teams; advise field business development teams on startup market trends and strategies to win/accelerate opportunities with startup customers. - Ensure all high potential startups have full awareness of and access to the resources Startup Business Development, AWS, and Amazon offer (people, programs, credits, etc); identify and engage top startups in Go-To-Market and other partnership-oriented opportunities; increase AWS affinity and drive AWS adoption via engagement in one-to-many startup/founder ecosystem events in the field (AWS-led and 3rd-party, large-scale and intimate). Basic Qualifications： - Bachelor's degree - 5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience - Entrepreneurial “builder” mentality; Comfortable delivering results amid ambiguity and change; Excellent verbal and written communication skills - Experience developing strategies that influence leadership decisions at the organizational level - Good at Mandarin and English Preferred Qualifications： - Passion for helping startups grow - A technical or educational background in engineering, computer science - Experience selling cloud solutions - History of working for, or selling to tech startups

Would you like to join one of the fastest-growing teams within Amazon Web Services (AWS)? Join us in helping customers across all industries to maximize the value and benefits of AWS services and Generative AI solutions. As a Technical Account Managers (TAM) in AWS Enterprise Support, you will play a crucial role in fostering our customers’ innovate and transformative endeavors across various technologies, including GenAI, AI/ML, Compute, Storage, Database, Big Data, Application-level Services, Networking, Serverless, Deployment, Security and more. This is not a sales role, instead, it offers you the opportunity to serve as the primary technical advisor and ‘voice of the customer’ for organizations ranging from start-ups to Fortune 500 enterprises. Within the Enterprise Support team, TAMs contribute significantly to ensuring the success of key enterprise customers in developing applications and services on the AWS platform. Serving as a strategic expert, TAMs offer guidance on the entire journey of AWS services and the customer's architecture. This support extends to addressing strategy-related queries, aiding in project and launch planning, and resolving operational challenges. TAMs actively engage at the account level, providing recommendations and proactive advice throughout the entire cloud adoption life cycle. Key job responsibilities Every day will bring new and exciting challenges on the job while you: - Act as a single point of contact to Enterprise Support customers - Make recommendations on how new AWS offerings fit in the company strategy and architecture - Complete analysis and present periodic reviews of operational performance to customer - Provide detailed reviews of service disruptions, metrics, detailed prelaunch planning - Champion and advocate for customer requirements within AWS (e.g. feature request) - Participate in customer requested meetings (onsite or via phone) - Has access and knows how to use all key customer resolution tools across all service groups to facilitate rapid resolution of customer concerns - Work with some of the leading technologists around the world - Work directly with Amazon Web Service engineers to ensure that customer issues are resolved as expediently as possible - Available in non-business hours to handle urgent issues About the team Sales, Marketing and Global Services (SMGS) AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. BASIC QUALIFICATIONS - 5+ years of technical engineering experience - 5+ years of experience in design/implementation/operations/consulting with distributed applications - Experience with operational parameters and troubleshooting across two or more of the following technical domains: GenAI, AI/ML, Compute, Storage, Networking, CDN, Databases, DevOps, Big Data and Analytics, Security, Applications Development in a distributed systems environment PREFERRED QUALIFICATIONS - Experience in internal enterprise or external customer-facing environment as a technical lead - Proficiency in professional oral and written communication, with a record of presenting to audiences containing one or more decision-makers - Master’s Degree or PhD in Engineering or a related STEM field Diverse Experiences AWS 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 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 & 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.

We’re inviting you to join our team as Startup Nurturing BD, AWS China to drive the awareness and adoption of the AWS cloud across the startup verticals and hubs in China. Your job is to engage early-stage startups to discover, grow, and keep the top startups in the world on AWS. This will be accomplished in collaboration with business development and field business development counterparts to identify, accelerate, and win business development opportunities with top startup customers and prospects. The responsibilities for this hybrid business development role include territory strategy planning, direct business development and account management engagement with startup customers to assist with service adoption and cost/architecture optimization needs, and execution of business development activities designed to help AWS's startup customers grow their own businesses. The ideal candidate will have a proven track record as a technical business development manager in technology industry, possess both a business background that enables you to drive engagement and interact with partners and managers of startup organizations such as venture capital firms, accelerators and incubators, as well as a technical background that enables you to easily interact with early-stage startup founders, software developers and architects. You should think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. A keen sense of ownership, drive, and scrappiness is a must, as is the ability to leverage and motivate AWS’s global organization to achieve high-impact results in tandem. If you have background working in venture capital firms, as well as accelerators and incubators, where you’ve developed in-depth understanding of the early-stage startups in China, that will also be a major plus. General Responsibilities: - Develop strategies to accelerate growth of high-potential early-stage startups; execute strategic initiatives for AWS, while working closely with key internal stakeholders (business development team, partners, marketing, technical, support, training, etc). - Understand and actively utilize salesforce.com and other internal Amazon systems to manage, track, analyze customer engagement and opportunities. - Prepare and deliver data-driven reviews to the senior management about progress, achievements, and roadblocks in the early-stage startup business; participate actively in startup community events of all kinds to identify high potential startups and build personal relationship to startup founders and influencers. Business Development-Oriented Responsibilities: - Serve as an Account Manager to high potential early-stage startup customers affiliated with AWS' top accelerator, incubator, and venture capital partners; serve as an escalation point for field business development teams managing startup customers requiring white glove support; identify high potential startups running on competing platforms, develop and execute on migration strategies in partnership with field business development teams; advise field business development teams on startup market trends and strategies to win/accelerate opportunities with startup customers. - Ensure all high potential startups have full awareness of and access to the resources Startup Business Development, AWS, and Amazon offer (people, programs, credits, etc); identify and engage top startups in Go-To-Market and other partnership-oriented opportunities; increase AWS affinity and drive AWS adoption via engagement in one-to-many startup/founder ecosystem events in the field (AWS-led and 3rd-party, large-scale and intimate). Basic qualifications： - Bachelor's degree - 5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience - Entrepreneurial “builder” mentality; Comfortable delivering results amid ambiguity and change; Excellent verbal and written communication skills - Experience developing strategies that influence leadership decisions at the organizational level - Cantonese speaker is a must, good at Mandarin and English Preferred qualifications： - Passion for helping startups grow - A technical or educational background in engineering, computer science - Experience selling cloud solutions - History of working for, or selling to tech startups

As a Territory BD in Startup BD team, AWS Tech BD, you will be a proud member of Amazon Web Service (AWS) China, one of the leading cloud computing company based in Beijing. AWS are currently comprised of a full range of cloud computing products such as EC2, RDS, S3 and all the business are rapidly expanding. Joining the AWS Tech BD team means partnering with a dynamic and creative team who set a high bar for innovation and success in a fast-paced and changing environment. We are looking for a smart, enthusiastic, hard-working and creative candidate to join our AWS Technical BD Team. Our mission is to create a best-in-class cloud-computing platform where customers will discover, research and buy from the largest selection of genuine and high-quality cloud computing Roles & Responsibilities • Drive revenue and market share in General Business business in startup network. • Meet or exceed quarterly revenue targets; develop and execute against a comprehensive territory plan. • Maintain a robust pipeline & reporting; work with partners to extend reach & drive adoption; manage contract negotiations. • Develop long-term strategic relationships with Key accounts in GB South Region; ensure customer satisfaction. Basic Requirements: • 5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience • 7+ years of business development, partner development, sales or alliances management experience Preferred Requirements: • 5+ years of building profitable partner ecosystems experience

As a Territory BD in General Business South, AWS Tech BD, you will be a proud member of Amazon Web Service (AWS) China, one of the leading cloud computing company based in Beijing. AWS are currently comprised of a full range of cloud computing products such as EC2, RDS, S3 and all the business are rapidly expanding. Joining the AWS Tech Sales team means partnering with a dynamic and creative team who set a high bar for innovation and success in a fast-paced and changing environment. We are looking for a smart, enthusiastic, hard-working and creative candidate to join our AWS Technical BD Team. Our mission is to create a best-in-class cloud-computing platform where customers will discover, research and buy from the largest selection of genuine and high-quality cloud computing. Roles & Responsibilities • Drive revenue and market share in General Business business in South China • Meet or exceed quarterly revenue targets; develop and execute against a comprehensive territory plan. • Maintain a robust pipeline & reporting; work with partners to extend reach & drive adoption; manage contract negotiations. • Develop long-term strategic relationships with Key accounts in GB South Region; ensure customer satisfaction. Basic Requirements: • 5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience • 7+ years of business development, partner development, sales or alliances management experience Preferred Requirements: • 5+ years of building profitable partner ecosystems experience

As a Territory BD in General Business South, AWS Tech BD, you will be a proud member of Amazon Web Service (AWS) China, one of the leading cloud computing company based in Beijing. AWS are currently comprised of a full range of cloud computing products such as EC2, RDS, S3 and all the business are rapidly expanding. Joining the AWS Tech Sales team means partnering with a dynamic and creative team who set a high bar for innovation and success in a fast-paced and changing environment. We are looking for a smart, enthusiastic, hard-working and creative candidate to join our AWS Technical BD Team. Our mission is to create a best-in-class cloud-computing platform where customers will discover, research and buy from the largest selection of genuine and high-quality cloud computing. Roles & Responsibilities • Drive revenue and market share in General Business business in South China • Meet or exceed quarterly revenue targets; develop and execute against a comprehensive territory plan. • Maintain a robust pipeline & reporting; work with partners to extend reach & drive adoption; manage contract negotiations. • Develop long-term strategic relationships with Key accounts in GB South Region; ensure customer satisfaction. Basic Requirements: • 5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience • 7+ years of business development, partner development, sales or alliances management experience Preferred Requirements: • 5+ years of building profitable partner ecosystems experience

China Cross industry BD team is looking for a BD Rep, Cross industry. In this role, you will identify & engage Energy, Education and Transportation industry customers or any other customer assigned by Amazon Web Services. The team is looking for candidates that possess subject matter expertise and experience in the manufacturing industry to develop and lead business development opportunities and projects. Key job responsibilities: This role requires a high-functioning individual who is comfortable with the following (not exhaustive): - Work with industry named accounts, and service team leaders to shape new manufacturing solutions, business models, and partnerships to support the manufacturing industry strategy. - Monitor/evaluate industry trends and customer needs to develop business opportunities and identify potential projects. - Develop/implement sales strategies, processes, and best practices across the company. Basic Requirements： - 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience - 10+ years of business development, partner development, sales or alliances management experience Preferred Requirements： - 5+ years of building profitable partner ecosystems experience - Experience developing detailed go to market plans

Would you like to join one of the fastest-growing teams within Amazon Web Services (AWS)? Join us in helping customers across all industries to maximize the value and benefits of AWS services and Generative AI solutions. As a Technical Account Managers (TAM) in AWS Enterprise Support, you will play a crucial role in fostering our customers’ innovate and transformative endeavors across various technologies, including GenAI, AI/ML, Compute, Storage, Database, Big Data, Application-level Services, Networking, Serverless, Deployment, Security and more. This is not a sales role, instead, it offers you the opportunity to serve as the primary technical advisor and ‘voice of the customer’ for organizations ranging from start-ups to Fortune 500 enterprises. Within the Enterprise Support team, TAMs contribute significantly to ensuring the success of key enterprise customers in developing applications and services on the AWS platform. Serving as a strategic expert, TAMs offer guidance on the entire journey of AWS services and the customer's architecture. This support extends to addressing strategy-related queries, aiding in project and launch planning, and resolving operational challenges. TAMs actively engage at the account level, providing recommendations and proactive advice throughout the entire cloud adoption life cycle. Key job responsibilities Every day will bring new and exciting challenges on the job while you: - Act as a single point of contact to Enterprise Support customers - Make recommendations on how new AWS offerings fit in the company strategy and architecture - Complete analysis and present periodic reviews of operational performance to customer - Provide detailed reviews of service disruptions, metrics, detailed prelaunch planning - Champion and advocate for customer requirements within AWS (e.g. feature request) - Participate in customer requested meetings (onsite or via phone) - Has access and knows how to use all key customer resolution tools across all service groups to facilitate rapid resolution of customer concerns - Work with some of the leading technologists around the world - Work directly with Amazon Web Service engineers to ensure that customer issues are resolved as expediently as possible - Available in non-business hours to handle urgent issues About the team Sales, Marketing and Global Services (SMGS) AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. BASIC QUALIFICATIONS - 5+ years of technical engineering experience - 5+ years of experience in design/implementation/operations/consulting with distributed applications - Experience with operational parameters and troubleshooting across two or more of the following technical domains: GenAI, AI/ML, Compute, Storage, Networking, CDN, Databases, DevOps, Big Data and Analytics, Security, Applications Development in a distributed systems environment PREFERRED QUALIFICATIONS - Experience in internal enterprise or external customer-facing environment as a technical lead - Proficiency in professional oral and written communication, with a record of presenting to audiences containing one or more decision-makers - Master’s Degree or PhD in Engineering or a related STEM field Diverse Experiences AWS 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 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 & 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.

Amazon Web Services came to China in 2013, and has been relentlessly investing and expanding our infrastructure and business since then. Amazon Web Services launched its China (Beijing) Region (operated by Sinnet) in September 2016 and its China (Ningxia) Region (operated by NWCD) in December 2017. In 2019, Amazon Web Services added a new region in Hong Kong, making China the only country with three Amazon Web Services regions aside from the U.S. In 2022, Amazon Web Services launched Local Zone in Taipei. Amazon Web Services has also established an AI lab in Shanghai and two IoT labs in Shenzhen and Taipei. The Amazon Web Services Partner Network has thousands of Partners in China. Amazon Web Services has supported over 10,000 local startups and has provided cloud skills training to over 700,000 talents. Amazon’s first two utility-scale renewable projects—a solar farm and a wind farm—are also generating clean energy to the country’s grid. Roles & Responsibilities: · Drive revenue and market share in a defined territory or industry vertical. · Meet or exceed quarterly revenue targets. · Develop and execute against a comprehensive account/territory plan. · Create & articulate compelling value propositions around AWS services. · Accelerate customer adoption. · Maintain a robust sales pipeline & reporting. · Work with partners to extend reach & drive adoption. · Possess the technical ability to explain (not implement) Cloud Computing, infrastructure solutions (Server, Storage, DC Services) & Internet architectures (firewalls, load balancers, etc). · 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) · Expect moderate travel within the region (North, East, South or Central) Basic qualifications 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience 10+ years of business development, partner development, sales or alliances management experience

主要负责: 1. 负责拓展头部行业客户的云计算业务，包括主动识别客户需求，积极拓展客户业务部门，熟悉客户业务发展逻辑，并达成业务目标 2. 完成客户拓展计划的制定与执行，具备优秀的项目管理，项目运作，商务谈判能力 3. 建立并维护客户长期战略合作关系 任职要求: 1. 8年以上云计算业务或相关行业的拓展和销售经验，具备对云计算业务的了解，以及头部行业客户的管理经验 2. 熟悉智能制造类以及互联网行业的业务特征 3. 具备良好的抗压能力，勇于挑战 4. 本科以上学历，具有良好的口头和书面沟通能力