Amazon Web Services (AWS) is seeking an experienced and strategic Key Account Business Development Manager to join the Financial Services Industry (FSI) team in South China (Shenzhen). This role is focused on driving revenue growth and deepening strategic relationships with our most important internet financial services and online brokerage customers.
As a Key Account BD Manager, you will own a defined territory of named Engage-tier accounts — customers who already have existing AWS cloud consumption — and be responsible for developing and executing account growth strategies that expand workloads, drive new use case adoption, and accelerate cloud transformation across these strategic accounts. Unlike a new-logo acquisition role, this position demands deep account penetration: understanding each customer's business imperatives, technology architecture, regulatory environment, and global expansion roadmap, then working backwards to position AWS solutions that deliver measurable business outcomes.
The ideal candidate combines strong consultative selling skills with deep domain expertise in financial services — particularly in capital markets, online brokerage, and fintech segments. You should be comfortable engaging C-level executives (CTO, CIO, CEO) as well as line-of-business leaders, and be adept at orchestrating complex cross-functional deal teams involving Solutions Architects, Technical Account Managers, Specialist Sales, Partner teams, and Professional Services to deliver comprehensive solutions to customers.
This role requires a unique blend of strategic thinking, hands-on execution, strong commercial acumen, and the ability to navigate the complexities of financial services regulations across multiple jurisdictions — especially as many of our internet brokerage customers operate globally with a significant overseas footprint.
Key job responsibilities Account Strategy & Planning: Develop and own comprehensive account plans for each named account in your territory, including revenue targets, whitespace analysis, stakeholder mapping, competitive landscape assessment, and quarterly business review cadences.
Revenue Growth & Pipeline Management: Build, manage, and convert a healthy pipeline of opportunities across your account portfolio. Drive year-over-year revenue growth by identifying new workload migration opportunities, expansion into new AWS services (including GenAI, compute, analytics, security), and long-term committed-spend agreements (e.g., PPAs/EDPs).
C-Level & Executive Engagement: Establish and maintain trusted advisor relationships with senior decision-makers (CTO, CIO, CEO, Head of Technology) at key accounts. Lead executive briefings, organize customer visits to AWS facilities, and facilitate connections to AWS leadership and global FSI resources.
Solution-Led Selling: Work backwards from customer business challenges — such as trading platform modernization, global infrastructure expansion, AI/ML adoption for quantitative research, risk management, and customer experience transformation — to position relevant AWS solutions and partner offerings.
Cross-Functional Orchestration: Coordinate with internal stakeholders including Solutions Architects, Technical Account Managers, Industry Specialists, Specialist Sales (GenAI, Security, Database, Analytics), Partner Development Managers, and Professional Services to assemble the right team for each customer engagement and opportunity.
Regulatory & Compliance Navigation: Demonstrate understanding of financial services regulatory requirements across multiple jurisdictions (China, Hong Kong, Southeast Asia, North America, etc.) and help customers architect solutions that meet compliance obligations while leveraging cloud innovation.
Competitive Differentiation: Develop and articulate compelling value propositions that differentiate AWS from domestic cloud providers (Alibaba Cloud, Tencent Cloud, Huawei Cloud) and global competitors (Azure, GCP), particularly around global infrastructure reach, technology leadership, security posture, open architecture, and ecosystem breadth.
Thought Leadership & Industry Influence: Represent AWS at industry events, customer summits, and executive roundtables. Contribute to the development of FSI-specific sales plays, reference architectures, and customer success stories that can be scaled across the segment.
About the team The AWS Financial Services Industry (FSI) team in Greater China is dedicated to helping financial institutions — from global banks and insurance companies to online brokerages, fintech innovators, and quantitative hedge funds — accelerate their cloud adoption and digital transformation journeys. We operate at the intersection of deep industry expertise and world-class cloud technology, delivering solutions that address the unique requirements of financial services customers around security, compliance, performance, and global reach.
We are guided by Amazon's Leadership Principles — especially Customer Obsession, Ownership, and Earn Trust — and we pride ourselves on building long-term, strategic relationships with our customers. We believe that the best way to grow our business is by helping our customers succeed, and we invest deeply in understanding their businesses, challenges, and aspirations.
Diverse Experiences Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.
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Basic Qualifications
- Experience working and communicating with multiple stakeholders, C-level executives and cross-functional teams
- Experience selling enterprise software or cloud-based applications
- 8+ years of experience in technology sales, business development, or account management, with a focus on enterprise or strategic accounts
- 5+ years of experience selling to or working within the financial services industry (banking, capital markets, insurance, payments, or fintech)
- Business-level proficiency in both Mandarin Chinese and English (written and verbal)
Preferred Qualifications
- Direct experience with internet brokerage, online securities, or capital markets technology firms
- Deep understanding of financial services IT architecture, including trading platforms, core banking systems, data analytics, risk management, and regulatory technology
- Familiarity with financial services regulatory and compliance frameworks across multiple jurisdictions (China mainland, Hong Kong, Singapore, Japan, US, Australia)
- Track record of building and maintaining relationships with C-level executives (CTO, CIO, CEO) at major financial institutions
- Understanding of emerging technology trends in financial services, including Generative AI, machine learning for quantitative research, cloud-native trading systems, and blockchain/digital assets
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