Senior Business Dev. Mgr., EMEA AGS Greenfield GTM

DESCRIPTION

Are you ready to build the next generation of AWS customers in EMEA, at the most exciting moment for cloud and AI adoption in over a decade?

We are looking for a Senior Business Development Manager to join our EMEA Greenfield Customer Acquisition team. This is a high-impact role at the heart of how AWS grows: building relationships with new accounts and creating the next generation of AWS customers. You will design and execute programmatic campaigns that open doors, generate pipeline, and accelerate first workloads across a portfolio spanning 25,000+ high-potential customers.

The Greenfield team exists to acquire new customers for AWS by demonstrating the unique value we can provide, deliberately and at scale. Generative AI has opened a once-in-a-decade window where customers are actively seeking new opportunities to transform their businesses. The opportunity is massive, the urgency is real, and the impact of this role will shape AWS growth for years to come.

Who You Are

You have a proven track record of business development and delivering tangible business outcomes through direct customer engagement and campaign execution. You are hungry, opinionated, and unafraid to challenge the status quo. You think strategically but disproportionately focus on getting things done and delivering value at pace. You take ownership of problems end-to-end, move fast with conviction, and hold yourself and others to a high bar. You are energised by ambiguity and see it as an opportunity to shape something new.

You bring deep Customer Obsession: everything starts with what the customer needs and works backwards. You demonstrate Ownership: you never say "that is not my job." You have Bias for Action: speed matters, and you know that most decisions are reversible. You Disagree and Commit: you challenge ideas respectfully, then commit wholly once a decision is made. You Deliver Results: you focus on the key inputs and deliver them with the right quality and in a timely fashion, rising to the occasion when setbacks occur.

Key job responsibilities

You will own and drive programmatic customer acquisition campaigns from design through execution and measurement. You will identify high-probability customer cohorts through data analysis, design scalable motions that generate qualified pipeline, and partner with field sales teams to convert that pipeline into launched workloads. You will build relationships with enterprise decision-makers and orchestrate cross-functional resources (Marketing, Demand Generation, Partner, Professional Services, Solution Architecture).

Specifically, you will:

Design, launch, and iterate demand generation campaigns targeting priority customer cohorts across EMEA, using data-driven segmentation and propensity models to maximise conversion yield.

Build and execute partner-led activation motions, acceleration programs, and developer engagement campaigns that compress sales cycles and drive first workloads.

Engage directly with enterprise customers at the C-suite and VP level to build relationships, understand business challenges, and position AWS as a transformational partner.

Own pipeline creation and progression metrics for your portfolio of campaigns, reporting results with analytical rigour and iterating based on what the data shows.

Collaborate cross-functionally with Account Managers, Solution Architects, Marketing, Demand Generation, Professional Services, and Partner teams to orchestrate resources against priority accounts.

Create scalable mechanisms and best practices that can be replicated across regions, reducing dependency on heroic individual effort.

A day in the life

Your day moves fast. In the morning, you might analyse conversion data to identify which campaign cohort is underperforming and why, then jump into a working session to adjust targeting for an upcoming executive outreach wave. After lunch, you are on a call with a partner to design a co-branded activation sprint for high-propensity accounts. Before end of day, you draft a one-page document proposing a new GenAI-led acquisition motion you want to pilot next month, backed by data showing which accounts are ready. Travel is periodic: customer meetings, industry events, and planning sessions across EMEA.

About the team

You will join a lean, high-calibre Business Development team operating across EMEA. The team operates as the strategic engine for customer acquisition across customer verticals and regions, designing centrally, executing locally, and measuring by outcomes. Your peers are experienced operators who combine commercial instinct with analytical rigour, working at the intersection of go-to-market strategy, demand generation, partner activation, and executive engagement.

BASIC QUALIFICATIONS

Experience developing strategies that influence leadership decisions at the organizational level

Experience in Go-To-Market, Business Development, Sales, or Consulting

Experience in technology related sales, business development or equivalent

Experience managing executive customer relationships and key business stakeholders

Experience working with cross-functional teams across business development, marketing, operations, product development, legal, etc.

Experience demonstrating strong analytical abilities and confidence in the use of data

Experience working in a fast-paced and ambiguous environment

Demonstrated track record of designing and executing demand generation campaigns or programmatic business development motions that delivered measurable pipeline and revenue outcomes

Experience leading initiatives that span multiple countries, segments, or business units

PREFERRED QUALIFICATIONS

Master's degree (MBA or related discipline), or Bachelor's degree or above

Fluency in one or more languages beyond English

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