Sr. Business Innovation Advisor, NAMER BD

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.

Would you like to be part of a team that focuses on driving business outcomes for our customers by engaging directly with CxO, LoB, and IT leaders and influencers? Is your superpower connecting industry and business priorities to digital and AI strategy and solutions? Are you adept at identifying and quantifying business value from digital and AI-led business process improvements? Do you have deep business background, executive presence, strong modeling and analytical skills, and communication skills to influence CxO and LoB audiences?

The NAMER Business Development (BD) organization houses the Business Innovation (BI) team, which includes Business Innovation Advisors (BIAs). BIAs bring domain experience, expertise, and proven methods to: (i) proactively surface and shape transformation priorities with LOB executives, jumpstarting opportunity creation for workloads that inspire customers to lean in with AWS AI and cloud services; and (ii) accelerate adoption and launch of qualified opportunities by bridging business value to technical feasibility.

We are seeking a Senior Business Innovation Advisor to join BTV&A. In this role, you will focus directly on our strategic enterprise customers while enabling scale in support of other customer segments. You will collaborate with sales leadership to lead vision, transformation, and value assessment consulting sessions with customers, including facilitation, analysis, crafting and delivering high-impact executive-level narratives and presentations. This may include conducting and facilitating internal and external research, discovery of customer’s business processes and KPIs, business value analysis, return on investment (ROI), and defining business transformation strategies.

You will collaborate with customer executives to uncover, define, and communicate the financial impact for the adoption of AWS’s solutions. Your success will result in the strategic elevation of AWS with customers, shaping the sales team’s go-to-market strategies as well as customer success initiatives.

Key job responsibilities
- Lead discovery workshops with prospective and existing customer leadership and their teams to understand business goals, challenges, and transformation priorities across industries
- Build CFO-grade business cases that quantify transformation ROI using customer-specific data, including ROI, TCO, NPV, and unit economics analysis to justify investment in AWS solutions
- Craft and deliver high-impact, executive-level narratives and presentations for CxO and LOB audiences that reframe customer priorities from “technology project” to “business transformation”
- Conduct process decomposition of complex enterprise operations (order-to-cash, claim-to-resolution, design-to-manufacture) to identify AI-addressable opportunities and sequence them by value impact
- Develop and execute customer-specific transformation roadmaps and strategic points of view (SPOVs) that inspire customers to adopt AWS AI and cloud services
- Partner with account teams to shape deal structures contributing to commercial strategy with quantified value rationale
- Create reusable value frameworks, engagement kits, ROI calculators, and discovery guides that enable account teams to execute value-based selling motions independently across their territories
- Provide thought leadership, training, and consultative partnering with internal sales and cross-functional teams throughout and beyond the sales cycle to instill value selling practices
- Conduct competitive benchmarking and industry research to maintain current knowledge of industry KPIs, transformation benchmarks, and market trends that inform customer engagements
- Track and validate value realization with customers post-engagement, connecting initial business case projections to measurable deployment outcomes to fuel expansion and renewal conversations
- Act as a trusted advisor to sales leadership by providing guidance on account strategies and helping prioritize strategic pursuits
- Contribute to external thought leadership through webinars, whitepapers, summit sessions, and customer reference development

A day in the life
As a Sr. Business Innovation Advisor, you might start your morning preparing an executive workshop for a Fortune 500 retailer’s COO, mapping their customer experience operations end-to-end to identify where AI-powered self-service could reduce cost-to-serve by 40%. Mid-day, you’re on a call with an account team helping them translate a stalled infrastructure conversation into a $5M+ business transformation opportunity by building the value case that connects technology investment to the customer’s P&L