AWS Business Relationship Manager

Role Overview


The AWS Business Relationship Manager is a senior business and revenue leader responsible for driving accelerated growth, large-deal wins, and strategic account expansion on Amazon Web Services (AWS). This role anchors the intersection of client strategy, hyperscaler partnership, sales execution, and transformation outcomes, with clear ownership of pipeline creation, TCV growth, and revenue realization.

The AWS Business Relationship Manager operates as a client-facing executive and internal growth catalyst, working closely with Sales, Industry Leaders, Solution Architects, Delivery, and AWS alliance teams to shape and close enterprise-scale AWS modernization, GenAI, and managed services programs.

Key Responsibilities

• AWS Revenue & Growth Ownership
• Own AWS-led growth objectives across assigned accounts, industries, or geographies, with accountability for pipeline, bookings, and revenue conversion.
• Drive large, complex AWS pursuits including cloud migration, modernization, AI/GenAI platforms, data & analytics, and managed services.
• Shape and articulate industry-relevant AWS value propositions aligned to customer business priorities such as cost optimization, agility, resilience, and innovation.
• Influence deal strategy, commercials, and risk positioning in partnership with finance, legal, and delivery leadership.
• Strategic Client Engagement
• Build and sustain trusted relationships with CXOs (CIO, CTO, CDO, CFO, CISO) and senior business leaders.
• Serve as a strategic advisor to clients on AWS adoption roadmaps, operating models, cloud economics (FinOps), and transformation sequencing.
• Lead executive-level workshops, innovation sessions, and joint value discovery engagements with AWS.
• AWS Alliance & Go-to-Market Leadership
• Act as a senior interface with AWS field sales, AWS solution architects, and alliance leadership.
• Develop and execute joint account plans, co-sell motions, and demand-generation initiatives with AWS.
• Leverage AWS programs (MAP, Industry Accelerators, GenAI programs, ISVs) to improve win probability and deal economics.
• Drive consistency and scale in joint TCSAWS offerings across industries.
• Deal Shaping & Orchestration
• Partner with solution architects to shape credible, differentiated, and executable AWS solutions.
• Ensure clarity on solution scope, assumptions, dependencies, risks, and mitigation strategies.
• Support transition from sales to delivery, ensuring growth commitments are realized through execution.
• Leadership & Ecosystem Collaboration
• Serve as a thought leader and mentor within the cloud growth community.
• Collaborate with Industry Groups, Delivery Units, Marketing, and Engineering to scale repeatable AWS growth plays.
• Contribute to AWS growth planning, pipeline reviews, and executive governance forums.

Required Experience & Qualifications

• 13+ years of experience in enterprise technology services, cloud sales, consulting, or transformation leadership.
• Demonstrated success in driving hyperscaler-led growth, preferably with AWS.
• Proven track record in shaping and closing large, multi-year AWS transformation deals.
• Strong understanding of AWS services, cloud modernization patterns, AI/GenAI adoption, and managed se rvices models.
• Executive-level communication skills with the ability to translate technology into business impact.

Preferred Attributes

• Experience operating as a Growth Partner, Client Partner, or Hyperscaler Leader in a GSI or consulting environment.
• Industry depth in domains such as Life Sciences, Healthcare, Manufacturing, Financial Services, or Transportation.
• Familiarity with AWS co-sell motions and partner programs.
• Ability to balance strategic thinking with hands-on deal execution.

Salary Range: $142,000-167,000 a year

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