Director, Business Development, Energy and Utilities, AWSI Energy and Utilities

Overview

As the Director of Energy & Utilities BD, you lead the global GTM for cloud and AI across Oil & Gas and Power & Utilities, aligning commercial relationships with AWS Infrastructure and other units. You’ll manage a senior, globally distributed team to structure large multi-party deals, and drive AI-driven energy workflows. You will serve as a strategic advisor to energy executives and coordinate cross-Amazon assets to accelerate cloud adoption in the sector. This role combines energy infrastructure expertise with enterprise AI and scalable deal-making to shape AWS’s energy strategy.

Responsibilities

• Define and execute a comprehensive global GTM plan for Power & Utilities, including market segmentation and competitive positioning.
• Identify and realize business opportunities to drive AWS AI/cloud revenue and energy sector value.
• Structure and manage Strategic Framework Agreements (SFAs) and PPAs for large energy customers.
• Lead and develop a global BD team, coaching on multi-divisional deal structuring and CxO engagement.
• Advise energy executives at the CEO, CFO, CIO, CTO, and VP level to foster commercial partnerships and AI adoption.
• Coordinate pan-Amazon relationships to bring assets into strategic customer engagements and SFA propositions.
• Define market segments, engage key customers and partners, and develop scalable engagement and co-sell motions.
• Build and maintain an energy/utility named account map, prioritize high-value opportunities.
• Handoff qualified opportunities to Sales with clear customer context and urgency.
• Coordinate regional/global field enablement, playbooks, and industry solution toolkits; support marketing with campaign alignment.

Key requirements

• Bachelor’s degree in Computer Science, Engineering, or Business, or 16+ years in relevant BD/strategic partnerships.
• 15+ years leading global teams in BD or commercial leadership in Oil & Gas.
• 5+ years knowledge of cloud computing, AI/ML, and their application to energy challenges.
• Strong knowledge and vision of AI and Agentic services applied to energy problems.
• Proven track record structuring and executing large-scale commercial agreements ($500M+).

• CxO relationship management
• strategic thinking
• executive communication
• cloud computing
• AI/ML
• Agentic AI concepts

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