The Principal Business Development Manager, AWS European Sovereign Cloud (ESC), is responsible for working with sales teams and partners working for public sector and (regulated) industry customers in Europe on meeting evolving digital sovereignty requirements with AWS ESC solutions. They set and deliver the vision, strategy, and results of making their stakeholders successful through the general availability of the AWS ESC. This role will work cross-functionally to validate customer requirements, develop strategies to expand business, and drive adoption of sovereign solutions built on AWS ESC. The ideal candidate will have a deep understanding of go-to-market strategies, master working with and through internal and external stakeholders like Independent Software Vendors (ISVs) and partners. They navigate the unique digital sovereignty needs of the European public sector and (regulated) industries. They bring proven experience in strategically positioning and selling cloud solutions.

Key job responsibilities

• Work closely with public sector and (regulated) industry account management teams to develop targeted strategies to expand business and drive adoption of AWS based ISV and partner sovereign solutions that help customers meet evolving digital sovereignty requirements in Europe.
• Collaborate with cross-functional teams (sales, solutions architecture, capture and proposal, etc.) to validate customer requirements, perform proofs of concept, and define and drive adoption of AWS cloud services.
• Develop deep understanding of the specific digital sovereignty requirements of the European public sector and (regulated) industries, and work across the organization to deliver solutions.
• Build and maintain strong relationships with key senior decision-makers and technical teams within public sector organizations and regulated industries, in coordination with account management teams.
• Provide regular updates and insights to leadership on market trends, competitive landscape, and customer/partner feedback.
• Collaborate with the broader AWS Sovereign Cloud team to align on overall go-to-market strategies and share best practices.

Basic Qualifications

• 7+ years experience in business development, sales, management consulting, or similar domain, with a focus on the public sector and/or commercial industries in Europe.
• Fluency in English and another European language, with the ability to effectively communicate and negotiate in both languages
• Proven track record of successfully selling enterprise cloud solutions and managing sales cycles in the European market.
• Excellent communication, negotiation, and presentation skills, with the ability to effectively engage with C-suite.
• Willingness to travel up to 50% of the time to meet with customers and partners across Europe.

Preferred Qualifications

• 10+ years experience in business development, sales, management consulting, or similar domain, with a focus on the public sector and/or regulated industries in Europe.
• Deep understanding of the global ISV solution market or the AWS partner ecosystem
• Fluency in German or French, with the ability to effectively communicate and negotiate in the language
• Deep understanding of the unique digital sovereignty requirements and decision-making processes of European public sector organizations and regulated industries.
• Familiarity with AWS cloud services and the broader public sector and regulated industry technology landscape.

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