Job summaryMainframe Modernization Specialized Business Development Leader (BDM)Are you interested in helping customers accelerate their business by modernizing their applications from Mainframes to AWS? Do you have the business savvy, technical background, and sales experience necessary to help customers understand the value of these projects and gain confidence to move forward with them?Amazon Web Services (AWS) is proud to be the pioneer and widely recognized leader in Cloud Computing. Our web services provide IT infrastructure in-the-cloud that is used by hundreds of thousands of developers and businesses around the world. These customers range from start-ups to leading web companies to Global 500 companies in industries such as financial services, pharmaceuticals, and high technology.We are seeking an accomplished leader to help build out a global high performing Mainframe Modernization Specialized Go-to-Market team focused on helping customers modernize their mainframe platforms. The leader will report to the WW Mainframe Sales Director and drive business growth in partnership with WW Migration & Modernization Services team, EMEA CS Sales Leadership, Account Teams, ProServe and AWS Partners.As the Mainframe Modernization Specialized Sales Manager within Amazon Web Services (AWS), you will have the opportunity to deliver on our strategy to help customers on these mission critical workloads. You will be responsible for building and managing a high-performing team of Mainframe Sales Specialists in EMEA Commercial Sector. You will focus on scaling the Sales function, delivering enablement to the broader field organization, and developing repeatable, packaged solutions to solve customer challenges. As the voice of the customer, you will influence product teams to help them evolve the products and address issues, concerns, and requests from the field.You will be responsible for establishing clear goals and deliverables for your team including identifying Mainframe customers & opportunities, qualifying & building pipeline, driving Mainframe Modernization discussions with customers, managing the overall sales cycle and delivering the assigned sales targets. You will be expected to plan and allocate for the best use of team resources in order to meet your team goals.By establishing and growing business and technical relationships, and managing the day-to-day interactions with these stakeholders, you will be responsible for driving top line revenue growth and overall end customer adoption.The ideal candidate will possess a business background that enables them to build growth plans across a wide and complex geography, manage high growth sales teams, carry and manage large sales targets, engage at the CXO level, deep experience with Mainframes and knowledge of Mainframe specific infrastructure solutions that will help drive the Mainframe Modernization ecosystem. The candidate should also have a demonstrated ability to think strategically about business, product, and technical challenges, and the ability to build and convey compelling value propositions. Basic qualifications• 10+ years of managing direct/matrix sales, business development, and program management teams• Experience growing Mainframe Migration and Modernization related businesses • Experience working with Mainframe Migration and Modernization partners • Track record of building rapport with senior customer executives (e.g. CEO, CIO, CTO), building close relationships, and closing large revenue accountsPreferred qualification MBA preferredExperience and success in negotiating complex deals with customers and partners. You've not only carried quotas, you've consistently exceeded them by doing the right thing for your customerExtensive customer networkExperience working with cloud computing technologies/companiesMotivated self-starter, proactive, and action-orientedStrategic problem solving and collaboration skillsStrong presentation and communication skills with the ability to articulate complex concepts to cross-functional audiences (both verbal and written)50% travel requiredAmazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy_page) to know more about how we collect, use and transfer the personal data of our candidates.