Technical Business Developer – Mainframe Migration and Modernization, WW Adoption & EMEA/APJ Deals Qualification
Munich, DEU
vor 4 Tg.

Job summary

Would you like to engage with organizations to help them achieve extensive business value by migrating and modernizing technology landscapes to AWS?

Are you interested in helping them to achieve operational efficiency and accelerate innovation by refactoring their legacy application to Java / Spring?

At Amazon Web Services (AWS), we're hiring Technical Business Developers to work with and enable our customers and account teams to accelerate their cloud migration journey through the Migration Acceleration Program.

Driving customer engagement, you will have an exciting opportunity to shape and deliver migration Mainframe Modernization business across segments in EMEA / APJ.

You work with senior customer, account teams and partner leadership to qualify, develop, and close deals with knowledge of migrating and modernizing applications, and the AWS Blu Age Refactor methodology that have been developed to reduce risk, and help achieve transformational outcomes.

You will integrate a cross functional team including business development, sales, solution architecture, partners, and professional services, engaging with senior leadership internally and within the customer environment.

Your role will be focused on establishing trust and confidence with customer, advise them on their transformation strategy, collect information to build a case for change, shape and defend engagement proposals and defend , and support demonstrations, POC or Pilot phases prior to full scale project delivery.

The right candidate will have experience engaging customer decision-makers together with services, technology and application partners on large scale transformation projects.

They will have a customer-obsessed and collaborative approach, strong business understanding to provide confidence to customers and overcome objections, ability to shape business benefits through the business case, demonstrate a good understanding of cloud solutions, and a passion for helping customers transform using cloud technologies.

Key job responsibilities

  • Working backwards with customers from their business and technology objectives and organizational future state to accelerate transformational change through migration and modernization of their business-critical legacy applications in Java onto the AWS platform.
  • Drive a cross functional team in large scale opportunity development and closing incl. building business cases (ROI, savings, payback), value propositions, fixed-price proposals, and plans to help customers identify and realize business value outcomes.
  • Work with sales and marketing to identify and execute strategies to build the funnel of opportunities including account planning and deal development
  • Collaborate with industry and technical teams to expedite customer and partner requirements.
  • Understand distributed application architecture, be familiar with Java / Spring Boot applications and managed cloud service.

  • Contribute to the evolution of IP and mechanisms to build scalable and repeatable customer engagements.
  • Conduct customer briefings, present at customer and marketing events, and other AWS thought leadership events.
  • Build dashboards and reporting mechanisms to capture / communicate results and progress.
  • Lead cadence with cross functional teams / stakeholders for pipeline and deal reviews and drive continuous improvement.
  • Periodically document and present results, insights, learnings and recommendations to executive leadership.
  • Position requires travel generally, between 5 - 35%

    About the team

    Join a 20-year experimented team in mainframe application modernization developing Customer business case in EMEA North and South but also in Asia, Japan and Australia.

    Address Customer corporate strategy advising CxO levels, defending refactoring value proposition and convincing technical IT SMEs.


  • 3-7+ years work experience in technology enabled consultative solution selling or business development roles focused on transformation.
  • 2-3+ years work experience in projects i.e. fixed scope and duration engagement, nor T&M or on-going recurrent engagements.
  • 2-5+ years experience developing, managing and executing field programs
  • Multilingual i.e. English mandatory, French, German or Spanish for EMEA

  • Working knowledge of emerging, current and legacy application (not limited to IBM MF & iSeries) + infrastructure architectures, processes, frameworks, technologies, and tools
  • Long term communication (verbal and written) skills. Experience communicating with both technical and non-technical stakeholders across multiple teams.
  • Business and financial acumen skills including business case construction and deal negotiation.
  • Operational excellence mind-set and experience. Data driven. Excellent problem-solving skills. Adept at simplifying complexity and developing scalable propositions.
  • Team work and collaboration skills oriented to build customer proposals and contracts.
  • Ability to manage portfolio of cross-functional projects within the program - work prioritization, planning, collaboration, and management.
  • Proven track record of taking ownership and driving results. Ability to effectively lead and work with a variety of organizations, management levels, cultures, and personalities.
  • Demonstrate a strong bias for action and hands on approach.

  • Direct experience of driving large project delivery. At ease with application + infrastructure platform migrations (and ideally application modernization) incl.
  • 3+ years to cloud platforms.

  • Experience of emerging, current or legacy application + infrastructure processes, frameworks, and technologies incl. Operating Systems, data platforms and tools, application development and execution, operations and systems management.
  • Education- Computer Science and / or Engineering highly desired; MBA or commercially focused degree highly valued.
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