Senior Business Developer, Nonprofits EMEA, AWS Global Nonprofit Business

DESCRIPTION

We are seeking a Senior Business Developer to accelerate revenue growth and deepen customer relationships for the AWS for Nonprofits business across EMEA. Based in London, you will own the end-to-end customer development motion for the region - from building executive relationships with the largest nonprofit organisations in Europe, to designing scalable engagement frameworks that convert pipeline into committed spend. You will spend your time in front of customers and partners - leading executive roundtables, driving account development plans for Global Priority Accounts, enabling partners to co-sell, and building repeatable motions to drive growth. You will serve as the connective tissue between EMEA field teams and US headquartered nonprofit accounts, ensuring that global strategies translate into regional revenue.

Key job responsibilities 1. Customer Engagements & Account Development

Own the execution of the EMEA customer engagement motion for AWS Nonprofits. Build and implement account development strategies that progress the highest value nonprofit organisations from initial engagement through to committed workloads.

• Lead direct customer engagements with C suite and mission critical leaders at EMEA nonprofit organisations, translating AWS capabilities into mission impact outcomes.
• Build and own account development plans for EMEA based Global Priority Accounts, ensuring tight coordination with US based account teams on global strategies, pricing constructs, and executive sponsorship.
• Drive innovation engagements end to end: qualify accounts, facilitate workshops, and convert outputs into actionable next steps with clear revenue path.
• Create repeatable customer engagement playbooks for EMEA markets that compress time from first meeting to qualified opportunity.
• Maintain a rolling pipeline of qualified engagements and report on progression against revenue targets.

2. Executive Roundtables & Scale Motions

Design and deliver high impact executive engagement formats that generate pipeline, build peer networks, and establish AWS as the trusted technology partner for the European nonprofit sector.

• Conceive, plan, and host executive roundtables across EMEA markets, targeting senior nonprofit leaders around themes such as AI transformation, data strategy, operational resilience or targeted to line of business personas.
• Design scalable engagement motions (webinar series, regional showcases, peer learning circles) that extend reach beyond directly covered accounts to the broader EMEA nonprofit market.
• Convert roundtable and event participation into qualified pipeline within 90 days of each engagement.

3. Global Priority Accounts & US Tie Back

Serve as the EMEA anchor for global nonprofit accounts headquartered in the US, ensuring that enterprise strategies and pricing constructs flow through to European affiliates and operations.

• Own the EMEA relationship for Global Priority Accounts with significant European operations coordinating with US account teams on joint account plans.
• Participate in US led QBRs and strategic account reviews for global nonprofits, providing EMEA market context, customer intelligence, and expansion opportunities.
• Identify and progress EMEA originated opportunities that contribute to global account revenue targets, ensuring proper attribution and pipeline visibility.
• Facilitate executive introductions and relationship bridges between EMEA nonprofit leaders and US based AWS leadership for high value strategic engagements.
• Design and build a repeatable model for accelerating global Affiliated nonprofit customers. Work with pricing, legal, and pan Amazon teams to design a market ready structure.

4. Partner Enablement

Build a partner led delivery and co sell motion for the EMEA nonprofit vertical.

• Identify and activate 3-5 strategic EMEA partners (SIs, ISVs, Social Good Tech vendors) with tailored enablement plans and joint go to market motions for the nonprofit segment.
• Deliver partner enablement sessions that equip partners to independently position AWS for Nonprofits solutions, qualify opportunities, and lead customer engagements.
• Drive joint customer engagements and co sell pipeline with enabled partners, targeting partner sourced or partner influenced revenue growth.
• Develop an EMEA partner strategy for nonprofits aligned with the global partner framework, with clear revenue contribution targets.

A day in the life

On a daily basis, this individual will be connecting with customers to qualify them for workshop sessions, follow up with customers after workshop or roundtable participation, and generally advance relationships. There will also be strategy and planning sessions with account managers, discovery, enablement and go to market planning sessions with Partners, and meetings internally to support the operations necessary to execute on customer engagements. On a regular basis, this individual will also join calls with the US account team to jointly strategize on global accounts, report on progress with EMEA affiliates, and identify repeatable use cases for accelerating opportunities.

About the team

AWS for Nonprofits enables nonprofit organisations of all sizes to leverage the power of cloud technology to advance their missions. Our team works with nonprofits globally to provide access to cloud credits, training, solutions, and dedicated support that accelerate digital transformation and maximise social impact. The EMEA team is a growing function focused on expanding our reach across key UK and European markets.

BASIC QUALIFICATIONS

• Experience with business development, partnership management, or sourcing new business
• Experience with sales CRM tools such as Salesforce or similar software
• Experience creating, improving and executing engagement programs and action plans
• Experience managing executive customer relationships and key business stakeholders
• Travel up to 20% of the time
• Experience with analytical tools and ability to dive deep into metrics and reporting

PREFERRED QUALIFICATIONS

• Experience influencing multiple stakeholders and leading cross functional teams across geographies and business units
• Bachelor's degree in business, international relations, or a security related field
• Experience working with nonprofit organisations, public sector, or social impact sector.

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