Senior Business Development Manager, AWS Migration & Modernization

AWS is seeking an experienced Senior Migration & Modernization Business Development Manager to join our EMEA Global Sales team based in Dubai or Abu Dhabi, United Arab Emirates. This role is critically important as migrations & modernizations are a top strategic priority for AWS, second only to the security and operational performance of our platform.

Migration and modernization initiatives are key drivers of our business and essential for customer success. Whether motivated by cost savings, data center consolidation, or technology lifecycle events, customers expect more than just operational efficiencies. While achieving 25-50% cost reductions, they aim to increase business agility, transform customer experiences, and drive new innovations leveraging AWS's cloud capabilities.

Key job responsibilities

• Spearhead go-to-market campaigns tailored to UAE to capture major migration and modernization opportunities.
• Closely partner with account teams, solutions architects, professional services, partners, and stakeholders to embed migration / modernization into customer journeys.
• Consult with customer executives (CXO) on complex, multi-year cloud migration and modernization roadmaps, architecting robust solutions, mitigating risks, optimizing costs, and building compelling business cases.
• Leverage AWS's Migration & Modernisation programs (DC Exit, Migration Acceleration Program) and craft custom commercial constructs addressing unique customer needs.
• Position AWS's differentiated migration / modernization approach at events, executive briefings, and with industry analysts.
• Develop repeatable solutions for common workloads while tailoring proposals to specific customer requirements.
• Provide strategic oversight to delivery teams ensuring AWS exceeds customer expectations.
• Escalate concerns promptly to leadership to maximize customer value delivery.
• Analyze market trends and provide feedback to continuously enhance AWS's market-leading migration / modernization capabilities.

A day in the life

The key focus is identifying large-scale migration and modernization opportunities, orchestrating the full deal lifecycle, and serving as an expert advisor to customers and account teams.

Core responsibilities include building pipeline by prospecting migration prospects and scheduling meetings, maintaining accurate Salesforce data, and ensuring sufficient coverage. Progress deals by leading requirements gathering, conducting bi-weekly deal reviews, submitting approvals, and executing steps to close forecasted deals. Communicate status, enable the field through training, and gather feedback. Ensure customer success by documenting criteria for closed migration / modernization deals and conducting quarterly reviews.

The role combines migration / modernization expertise with deal facilitation to drive these strategic opportunities from creation through customer realization.

About the team

About AWS

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.

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.

BASIC QUALIFICATIONS

• Bachelor's degree in Business, Engineering, Mathematics or related field. MBA or equivalent experience preferred. Outstanding written and verbal communication skills.
• 10+ years experience in complex integration engagements in Public Sector and commercial customers.
• 10+ years Proven experience executing campaigns targeting defined market segments with strong pipeline creation.
• 10+ years expertise in cloud migration journeys, application modernization strategies (7 R's model), and customer buying criteria.
• Ability to build consensus across virtual teams through compelling written / verbal proposals. Familiarity with commercial models, negotiating large technology contracts.

PREFERRED QUALIFICATIONS

• UAE National with Family Book.
• Experience interpreting data and making business recommendations.
• Experience identifying, negotiating, and executing complex legal agreements.
• CxO / board relationship and engagement experience.

Our inclusive culture empowers Amazonians to deliver the best results for our customers.