Senior Migration Business Development Manager - MENA

Job Description

Job summaryEnterprise transformation is a shift in technology investment and deployment but it goes far beyond technology. It is a whole scale change to the foundational components of a business, from its operating model to its infrastructure and impact processes as well as the company culture. The main drivers that push an Enterprise to start a Transformation journey are changes of consumers demand, changes of technology and change of competition landscape. Cloud is the enabler of this journey and that means leveraging social, mobile, analytics and computerization of business processes to accelerate the time to value of Enterprise goals.AWS is the World?s leading Cloud platform. Migrating to AWS provides tremendous value for Enterprises by retiring technical debt and building a strong foundation for digital transformation. We are looking for a strong BD leader whose will scale the migration of legacy workloads to AWS and accelerate the benefits realization for our clients. This leader will:

• Be part of the regions leadership team and build strategy/execution plan to help our clients? achieve their transformation goals through accelerated legacy migrations to AWS
• Support our Sales/BD/Marketing team in engaging the market with migration stories and building pipeline
• Create communities of customers and partners who have successfully migrated to AWS and share this knowledge with AWS, new clients and prospects, drawing upon other regional and global communities where needed
• Build an ecosystem of partners and ISVs, actively collaborating and building a strong pipeline and sales
• Create and executes Sales enablement programs and ensure that Region field sales understands the processes and support offered by AWS to our clients in migration of workloads
• Working backwards from our customer needs, provides a clearly articulated business solution including the migration strategy and business cases, drawing upon resources from a cross functional team of Cloud Economics, solution architects, Professional Services, Partners and other specialists within AWS and delivering core responsibilities such as
• Coach teams and drive sales cycle from Deal discovery/deal shaping/deal closure including:
• Enable Account Managers to integrate migrations into their client journeys and support account team in discussions with clients
• Participating actively in GTM activities, events, Executive briefings to support the Account Managers in articulating the business and technical value of AWS migration journey and creating pipeline
• Positioning our approach in a competitive scenarios
• Own and drive Migration strategy and design
• Remove commercial barriers and bring in appropriate resources to remove Technical barriers
• Guide/Direct ProServe/Cloud Economics team to develop compelling business cases that exceed client expectations
• Manage Escalation, where required, to ensure AWS delivers best value to our clients
• Create commercial constructs suited for the customer, drawing upon a variety of incentives program available in the firm
• Work with the Customer Solutions Manager team to meet customer expectations on their migration journey in the time/scope/cost that was originally set out
• Ensure we build a strong understanding of our WW migrations and build the feedback loop into territory client communications
• Work with our colleagues in EMEA/WW and provide feedback/proposals to modify the program according to the needs of our clients/market

• Deep Understanding of the region?s Cloud business outlook, applications migration landscape and key players in the market
• Experience of speaking at customer roundtables about Cloud and migrations
• Experience in building and executing BD campaigns at a Regional/Country level with a strong pipeline creation track record
• Experience of working backwards from Client needs and creating campaigns that address these needs
• Experience of building consensus at a country management level across virtual team and multiple functions
• Experience in deal shaping around cloud journeys and Migration of legacy workloads
• Familiarity with the 7Rs model of Applications migration and experience of shaping client conversations/campaigns around this topic
• Experience of building business cases and understanding of buying criteria in the enterprise cloud space
• Arabic Language

• Practitioner experience in migrating workloads
• Written thought leadership articles on the topic of Cloud migrations
• Public speaking experience

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