Networking BDM, Platform BD
Beijing, 11, CN

Platform BD network team is responsible for bridging AWS field team and service team of building momentum in the market for AWS, by owning the program / service development, launch and ramp of horizontal and vertical solutions based on AWS and partner services that met the local market needs.

As a BDM you are responsible for i) owning and defining the solution, ii) creating the GTM strategy and plan for penetrating the solution in the market, iii) building pipeline and sales of the solution for the first 3-5 customer reference cases, iv) building programs to drive the adoption in the market and v) continually refining the offerings in response to market demand.

Be the product experts for AWS services and deliver compelling sales pitches and sales kits that turn sales into experts.

These kits include : master sales deck, solution whitepaper and guide, demo with script, training deck, competitive analysis, ROI / TCO calculator.

BDMs are encouraged to leverage the latest social media when creating material for the field.

Be customer oriented and always look from the customer point of view when designing solutions or GTM strategy. Understand the customer pain points and match to AWS and partner unique offerings.

Roles and Responsibilities

Define the overall China product strategy for connection solutions to AWS regions leveraging AWS Direct Connect, Partner Direct Connect and VPC with the goal of making it simple and easy for customers across China to connect their private datacenter to AWS- as simple as a button-click.

Define the packaging, pricing, coverage, and promotion of the solution in China. This will also include all legal, compliance and tax requirements.

Ensure any connection to an AWS datacenter fully complies with Chinese law.

Execute the aligned strategy by ensuring connection solution coverage across China with multiple options by carrier and with carrier neutral Co-lo IDC providers.

Goal is to ensure 80% coverage of the market. Work with the partner and infrastructure teams to ensure the strategy and transit infrastructure are completed in a timely and high quality manner.

Develop highly referenceable customer and partner cases. Transit will need to offer multiple speed options, redundancy, be highly secure and meet AWS, partner and customer standards.

Look for ways to integrate CDN solutions into AWS China offerings.

  • Experience creating cross-border dedicated transit connections
  • The right person must have strong customer obsession and ownership, will possess >
  • 10 years working experience in IT which include minimum 5 years of SI / MNC / Telco solution development or sales and partner business development experience with track record of delivering results and ability to meet the assigned sales target.

  • Familiar with Chinese carrier networking standards and networks. Understand their strengths and weaknesses
  • Dealt with all three carriers CMCC, CT, CU at HQ and provincial levels and multiple departments in negotiating bandwidth.
  • Familiar with carrier neutral IDC providers, their coverage and strengths / weaknesses
  • Familiar with third-party bandwidth resellers and their capabilities
  • Ability to package dedicated networking solutions to customers in simple / easy-to-understand manner
  • Understand enterprise networking and networking trends for solution proposals to customers
  • Know how to create highly reliable, redundant, safe, secure public and private WAN networks
  • Good presentation skills and the ability to articulate complex concepts to cross functional audiences. Enjoy and able to work in complex organizational matrix and learn quickly, effectively present on new technology and business.
  • Good at identifying, facilitating and convincing customers’ decision maker.

  • Ability to think big and work creatively to develop joint value propositions working with cross functions within AWS and in the ecosystem partner organization.
  • Diligent, humble, effective, simple and clear, frugal working behavior.

  • Candidates must have rich local market experience, and history in developing horizontal or vertical solutions to meet local market requirements.
  • Where AWS cannot wholly meet the customer requirements, work with the AWS partner team to build out an ISV / IHV ecosystem to build customer solutions.

  • Team management skill would be a plus
  • 申请
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