Sr. Business Value Advisor, Go-to-Market Business Development, North America

Are you expert in driving transformational business outcomes with customer CxOs, LoB stakeholders, IT leaders and influencers? Is your superpower unlocking new markets and launching new products that improve customer outcomes across FSI, Retail, Healthcare, Manufacturing? Do you posses deep business background, executive presence, technical expertise, deep modeling & analytical skills and communication skills needed to help businesses enable digital transformations?

AWS NAMER Commercial Sales (CS) team is looking for an experienced Business Value Advisor (BVA) to join our team. As a BVA, you will be an integral leader of the commercial sales team, collaborating with diverse and talented team members. You will solve multidimensional problems, improve performance, and generate value for our customers. You will capitalize on our vertical presence and your expertise to become a trusted advisor to AWS sales leadership and our customers.

In this role, you will focus directly on our strategic customer engagement and scale BVA best practices other key customer segments. You will collaborate with sales leadership to lead vision, transformation and value assessment consulting sessions with customers, including facilitation/analysis, craft and deliver high-impact executive level narratives and presentations. This may include, conducting/facilitating internal/external research, discovery of customer’s business processes/KPIs, business value analysis, return on investment (ROI), and defining customer related transformation strategies (interpret financials needs to be in this list). You will collaborate customer executives to uncover, define, and communicate the financial impact for the adoption of AWS’s solutions. Your success will shape sales go-to-market strategies and result in the strategic elevation of AWS customer partnership enabling successful business outcomes.

The ideal candidate is passionate about driving business outcomes with digital capabilities and can combine the competencies of value selling, strategy consulting, digital transformation, and financial modeling in the cloud infrastructure/solutions space. You must have a demonstrated ability to think strategically to align to the needs of complex global businesses. You must have a demonstrated ability to influence decision makers to embark on digital transformation journeys through a consultative selling approach.


Key job responsibilities
• Conduct internal/external research and discovery of business processes, KPIs, CxO & BOD objectives, market, financial, industry, and functional trends
• Directly engage with customer executive teams, articulate the strategic and financial benefit of AWS solutions to accelerate customer outcomes, sales cycle duration and win-rates
• Develop C-level engagement strategies, executive narratives, ROI investment justifications, solution strategies, commercial proposals, and value impact analysis
• Contribute to the creation of thought leadership (playbooks, thematic transformations, workshops, etc.) to drive sustainable and scalable pipeline growth


• Operate as a trusted advisor to sales leadership by providing guidance on account strategies and strategic pursuits
• Influence sales leadership to build effective enterprise value-selling best practices
• Elevate customer executive discussions through value-focused discovery and business value impact analysis


• Collaborate cross functionally to create value across the entire customer lifecycle
• Coach sales teams to identify key C-level strategic issues, assess existing capabilities, and develop transformational business cases
• Enhance internal knowledge base including a library of reusable value assets, including value frameworks, benefit models, bench marking, templates, tools etc.




About the team

Inclusive Team Culture
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

Work/Life Balance
Our team puts a high value on work-life balance. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfillment. We offer flexibility in working hours and encourage you to find your own balance between your work and per