EMEA Head, Partnerships and Business Development, Power & Utilities, AWS Partnerships & Business Development, Power & Utilities

Overview

In this role you will own AWS’s EMEA energy partnerships, shaping multi-year strategic agreements across generation, transmission, distribution, and energy trading. You’ll drive regional GTM, build pipelines, and coordinate a pan-Amazon ecosystem to deliver joint value with energy customers. You will act as a trusted advisor to CXOs, structure first-of-their-kind deals, and mentor the BD team to scale reusable playbooks. This is a high-ambition, hands-on IC role essential to AWS’s energy transition leadership in the region.

Responsibilities

• Own the EMEA go-to-market partnership plan across generation, transmission, distribution, and energy trading with repeatable pipeline generation and scalable co-sell motions
• Structure and close the region’s largest strategic agreements combining technology, infrastructure, and AI with major energy customers
• Act as strategic advisor to customer executives (CEO, CFO, CIO, CTO, VP) and build trusted relationships across infrastructure partnerships and cloud/AI adoption
• Coordinate commercial power discussions by acting as gateway between EMEA account teams and AWS Infrastructure and power-procurement teams
• Orchestrate inputs from a pan-Amazon network (Retail, Prime, Transportation, Data Center, Sustainability) into EMEA engagements
• Partner with sales and technical teams to design, test, and scale GTM plays and roll them out across field and partners
• Maintain the EMEA named-account and white-space map and qualify opportunities with clear business drivers and urgency
• Mentor BD peers and codify wins into reusable playbooks

Key requirements

• Experience explaining cloud value to power and utility customers and differentiating from competitors; fluency with large-scale migrations; experience shaping AI strategy
• Ability to influence without authority and mentor peers in a matrixed org
• Experience independently structuring and executing large multi-party commercial agreements ($300M+) with enterprise energy, utility, or infrastructure customers
• Working knowledge of cloud, AI/ML, and emerging technologies in energy challenges, including agentic AI
• Experience developing strategies that influence leadership decisions; GTM, BD, Sales, or Consulting background
• Experience across Core Cloud Technology Services, Enterprise Applications, and Data & AI technologies
• Bachelor’s degree in a technical field or 16+ years of equivalent experience; 12+ years in BD/partnerships in power/utilities or energy sector

• Influence without authority
• Strategic thinking and decision-making under ambiguity
• Mentorship and leadership without direct reports
• Cloud computing
• AI/ML and GenAI
• Go-to-market strategy

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