The Principal Business Development Specialist for Betting & Gaming serves as a dedicated industry expert embedded within Asia Pacific Japan China (APJC) account teams, driving AWS adoption through line-of-business opportunities across the betting, gaming, and lottery sectors. This role combines deep industry expertise with strategic account planning to identify, develop, and launch opportunities that address specific Betting and Gaming customer workflows and business challenges across the APJC region.

Key job responsibilities

• Account Strategy & Planning
• Contribute Betting and Gaming industry perspective to Account Plans for assigned proactive coverage accounts in APJC
• Identify and map Line of Business (LOB) contacts and stakeholders within betting and gaming operators
• Utilize Industry Score Card to identify whitespace opportunities across five Betting and Gaming solution areas: Player Engagement, Compliance & Player Protection, Payment & Risk Management, Operations, and Casino Game Development
• Collaborate with account teams to develop jurisdiction-specific strategies aligned with APJC regulatory environments
• Opportunity Development & Execution
• Drive Betting and Gaming opportunities from Qualified stage through Launch, focusing on measurable business outcomes
• Evangelize AWS services, partner solutions, and Professional Services tailored to betting and gaming use cases
• Achieve 70% partner attachment rate on launched opportunities, leveraging Betting and Gaming ecosystem partners
• Participate in Executive Briefing Centers (EBCs) and executive engagements with C-suite stakeholders
• Act as facilitator to bring in specialized AWS resources, world-wide specialist teams, Pro Serve, and partner capabilities
• Thought Leadership & Enablement
• Conduct internal enablement sessions for APJC account teams on Betting and Gaming industry trends, use cases, and AWS solutions
• Lead external thought leadership sessions with customers and at industry events
• Contribute to Go-to-Market packages for scale Betting and Gaming customers
• Build and maintain relationships with key industry associations and regulatory bodies in APJC jurisdictions

Regional Market Development:

• Develop deep understanding of APJC betting and gaming regulatory landscape across key markets (Australia, NZ, Philippines, Singapore, Vietnam, Hong Kong, etc.)
• Identify regional trends, competitive dynamics, and market opportunities specific to APJC
• Build partner ecosystem relationships with regional Betting and Gaming technology providers and system integrators

A day in the life
Your primary focus is being the go-to expert on betting and gaming for our teams working with customers across Asia-Pacific. You're the person who understands how operators actually run their businesses and can connect those challenges to solutions.

Most days, you're embedded with account teams having conversations with betting and gaming companies. You might start your morning on a call with a sports betting operator in Australia, helping the team understand what their Chief Marketing Officer really cares about when it comes to player engagement. You're translating between the business side and the technical side, making sure everyone's speaking the same language.

You'll spend a good chunk of time in customer meetings - sometimes it's a formal executive briefing where you're presenting to C-level folks, other times it's a working session with their operations team diving into the specifics of how they could modernize their platform. You're not just talking about technology; you're talking about their business outcomes, their regulatory challenges, and how they can actually move faster in their market.

Between customer engagements, you're also teaching. You'll run sessions for our account teams to help them understand what's happening in the industry - new trends in responsible gaming, how payment fraud is evolving, what's changing in different regulatory environments across the region. You become their trusted advisor on all things betting and gaming.

What makes this role interesting is the variety. One day you might be helping a casino game studio figure out how to deploy across multiple countries, the next you're at an industry conference sharing insights on player protection technology, and the day after that you're working with partners to put together a comprehensive solution for a major operator.

You'll also get pulled into strategic planning - helping teams think through which opportunities to pursue, where the white space is in an account, and how to approach complex deals that might take months to close. It's part detective work, part strategy, part relationship building.

Travel is definitely part of the mix - you'll be visiting customers, attending industry events, and collaborating with teams across the region. But it's purposeful travel that lets you build real relationships and stay connected to what's actually happening in the market.

About the team
The AWS Industries team is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers in their cloud journeys and work backwards from their industry-specific needs to transform their businesses and industries. Our team focuses on business outcomes and industry use cases on behalf of our customers, whether that is how we build products and solutions, how we sell, how we deliver, or how we partner.

You'll be part of the Geo Industry Specialist Team (GIST) within the broader Media, Entertainment & Games and Sports Industry Business Unit. The team operates with a strong focus on customer obsession and delivering results, guided by organizational tenets that emphasize measuring what matters, building diverse perspectives, and scaling bright spots.

The team works collaboratively across multiple segments including studios, platforms, publishers, game services, and the full spectrum of betting and gaming operators and suppliers as well as regulators. The team culture emphasizes going forward with the customer, fostering innovation through curiosity, and empowering high-velocity decisions.

You'll work closely with account teams, Solutions Architects, AWS Professional Services, Industry Marketing, and an extensive partner ecosystem. The team values collaboration and operates with a builder mentality, focusing on strategic initiatives like accelerating time to market, market expansion, systems modernization, optimizing player acquisition and engagement, and helping customers achieve sustainable profitability through data-driven personalization and AI.

Based in the APJC region (Hong Kong, or Australia preferred), you'll be part of a geographically distributed team that comes together regularly for strategy sessions, planning meetings, and collaborative workshops focused on driving customer success and business growth.

Basic Qualifications

• 7+ years of developing, negotiating and executing business agreements experience
• 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 5+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• 7+ years of solving problems with technology in the Media & Entertainment Industry experience
• 7+ years of solving problems with technology in the Global Financial Services Industry experience
• 5+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level

Preferred Qualifications

• Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
• Experience selling to Fortune 1000 or Global 2000 organizations

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