Principal Business Development Manager - Tech, Enterprise Business Development - Kuiper

Project Kuiper is an initiative to increase global broadband access through a constellation of 3,200+ satellites in low Earth orbit (LEO). Its mission is to bring fast, affordable broadband to unserved and underserved communities around the world. Project Kuiper will help close the digital divide by delivering fast, affordable broadband to a wide range of customers, including consumers, businesses, government agencies, and other organizations operating in places without reliable connectivity.
Kuiper is looking for an experienced, self-starter, Principal Business Development - Technical (BD-T) professional to drive go to market initiatives worldwide, and interface with the product team to bridge customer requirements with service roadmap. As a Kuiper BD-T, you will identify and mature enterprise level opportunities globally. In this role, you will develop sales strategies that build on Kuiper’s global, secure networking capabilities to address industry verticals. A successful candidate will work backwards from customer requirements, and collaborate with the product team to ensure service roadmap meets market demand. The ideal candidate will possess a keen ability to understand customers’ business models and strategic priorities.

Due to applicable export control laws and regulations, candidates must be a U.S. citizen or national, U.S. permanent resident (i.e., current Green Card holder), or lawfully admitted into the U.S. as a refugee or granted asylum.


Key job responsibilities
Define the global go-to-market strategy for lighthouse customers, including market demands, customer acceleration, migration, use cases, and sales playbooks.
Execute the strategic business development plan while working with key internal stakeholders (e.g. leadership, field sales, product teams, legal, support).
A keen sense of ownership, drive, and scrappiness combined with business and emotional intelligence while consistently exceeding key performance metrics.
Identify, recruit, and onboard new system integrators to drive business growth. Develop a deep understanding of system integrators' business models and strategic priorities.


A day in the life
The candidate will leverage their experience in market and business development while working closely with internal and external partners to develop and execute detailed business plans, including clear objectives, strategies, and success metrics.
Your role will also involve collaborating on market development strategies, including early adoption, acceleration, and migration campaigns, to broaden the reach and impact of Project Kuiper. This is an opportunity to help lead the early market development efforts, establish wins with lighthouse customers, and create new eco-system partnerships into a successful long-term business. A record of establishing new business via focused incubation mechanisms and broad partnerships will be important for this role.
Serve as the primary point of contact for account managers working with lighthouse customers, managing all aspects of the relationship, including strategic planning, revenue growth, and operational excellence.
Facilitate internal pan-Amazon and partner enablement by coordinating training resources and certification programs to enhance their capabilities in selling and implementing Project Kuiper.
Work with partners to develop and execute detailed business plans, setting clear objectives, strategies, and metrics for mutual success. Collaborate with partners to co-create market development strategies, including co-marketing initiatives and lead-generation campaigns.
Monitor and analyze partner performance against business plans and KPIs, providing regular feedback and support to optimize their success.
Work closely with pan-Amazon sales, marketing, product, and technical teams to ensure partner programs align with overall business objectives and customer needs.
Act as a liaison between partners and AWS teams, relaying feedback and insights to inform product development and strategy.
Enjoys communicating with customers of all shapes and sizes with a passion for helping customers, from start-ups to established enterprises.
- 7+ years of experience working with emerging technology and market leaders, including deep knowledge of satellite communication and global networking· 7+ years of Product Management, Business development and/or program management experience
- Strong verbal and written communications skills in English including strong presentation skills and the ability to articulate complex concepts to cross-functional audiences.
- 7+ years of business experience and customer-facing skills to interact at the CxO/VP level
- Expert knowledge in one or more of the following industries: Satellite Communication, Global Networking or Cloud Computing.
- Must be able to understand and articulate the business value & technical overview.- 7+ years knowledge of Satellite Communication working in a business development and/or lead engineering role.
- 5+ years of prior experience working in Digital Engineering, Cloud Computing, or Analytics companies.

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $153,000/year in our lowest geographic market up to $252,900/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.