Aerospace Transformation Business Dev leader, Auto & Manufacturing Industry Specialists and Solutions

Description

AWS is seeking an experienced Business Development Manager to join the Industry Specialists team and help build our dedicated Aerospace footprint across EMEA.

In this role, you will own business development for aerospace workloads across the commercial aviation, defense-adjacent, and space value chains — including supply chain optimisation, predictive maintenance and MRO, digital twin and PLM, connected aircraft, and AI/ML for engineering.

You will engage directly with C-suite executives and VPs at leading European airframe OEMs, propulsion suppliers, Tier-1 systems integrators, and MRO providers to translate their most complex operational challenges into cloud-enabled opportunities, build a qualified pipeline, and shape AWS's aerospace-specific go-to-market plays and partner motions.

The ideal candidate will have deep aerospace industry expertise combined with a business development, consulting, or solutions background — with demonstrated experience engaging CxO/VP-level stakeholders at major aerospace companies.

You should understand the tightly coupled aerospace value chain, where product design changes, certification delays, and supply constraints cascade across company boundaries.

This is an individual contributor role for a builder who thrives in ambiguity, can create structure where none exists, and has the ownership and scrappiness to incubate a new segment from the ground up.

Key job responsibilities
- Build and execute the EMEA aerospace BD strategy aligned with the global OneAWS Aerospace roadmap, identifying priority customer targets, use cases, and partnership opportunities across commercial aviation, defense-adjacent, and space segments.

- Engage C-level and VP stakeholders (CEO, COO, CTO/CIO, VP Engineering, VP Supply Chain, VP MRO, VP Digital) at target European aerospace companies to understand their strategic priorities, build trust, and position AWS as a long-term transformation partner.

- Develop and manage a high-quality business development pipeline by identifying, qualifying, and advancing opportunities across aerospace-specific workloads: supply chain visibility and optimisation, MRO predictive maintenance, digital twin and simulation, PLM modernisation, connected product / IoT, compliance (CMMC/ITAR), and AI/ML for engineering.

- Lead the "Reuse, Adjust, Build" approach for EMEA — leveraging proven Automotive & Manufacturing solutions (digital twin, predictive maintenance, supply chain, IoT) and adapting them for aerospace-specific requirements such as MRO workflows, regulatory compliance (FAA/EASA, CMMC, ITAR/EAR), sovereignty, and aircraft lifecycle management.

- Drive strategic partner motions in EMEA with ISVs and system integrators to create differentiated joint solutions for European aerospace customers.

- Provide thought leadership on aerospace digitisation through executive briefings, industry events (Farnborough, Le Bourget, MRO Europe, Hannover Messe), workshops, and published content — positioning AWS as the aerospace industry provider with production-grade AI deployments and measurable business outcomes.

- Leverage Pan-Amazon proof points (Amazon Leo satellite constellation, Amazon Air fleet operations, Amazon Robotics) to build credibility and demonstrate how AWS technologies solve real-world aerospace challenges at scale.

- Collaborate cross-functionally with AWS field sales (AWSI, AGS), solutions architects, professional services, WWPS (for defense-adjacent workloads), partner teams, and product teams — acting as the single-threaded aerospace specialist who brings coherence across organisational boundaries.

- Serve as the "voice of the customer" internally, synthesising aerospace-specific market trends, competitive dynamics, regulatory developments, and customer feedback to influence AWS product and solution development.

A day in the life
No two days look the same in this role — and that's the point. You might spend the morning in Toulouse whiteboarding on how to modernise PLM architecture, and the afternoon on a call with a Tier-1 engine manufacturer's VP of MRO exploring how predictive maintenance could cut unplanned downtime. In between, you're swapping notes with your partner counterpart on a joint MRO workshop you're co-building, or briefing an AWS Solutions Architect on a customer's sovereignty and ITAR constraints before a technical deep-dive.

On any given week, you could find yourself:
- Preparing an executive briefing for a CSCO who wants to understand how AWS can help untangle a multi-tier supply chain visibility problem
- Co-developing an aerospace-specific use case (digital twin, engine health monitoring, connected aircraft) with the SA team to present at MRO Europe or Farnborough
- Reviewing competitive intelligence and drafting a plan leveraging Pan-Amazon proof points

- Running an internal "Aerospace Deep Dive" to educate field sales on why generic manufacturing messaging doesn't land with aerospace customers

- Aligning with the WWPS team on CMMC compliance positioning for a defense-adjacent account

- Updating shared account plans and tagging opportunities in the CRM so the broader team has visibility

- Drafting a 2-pager for leadership on a market signal or a customer win that could shape the GTM playbook

The common thread: you're always at the intersection of deep industry knowledge and cloud technology, building credibility with senior aerospace leaders while creating structure and momentum in a segment AWS is standing up from scratch.

About the team
AWS is building a dedicated Aerospace go-to-market capability within the Industry Specialists organisation. Our approach leverages the deep structural overlap between aerospace and our proven Automotive & Manufacturing solutions portfolio — reusing what works, adjusting for aerospace-specific requirements, and building only where critical gaps exist.

We combine AWS's breadth in AI/ML, IoT, HPC, and sovereign cloud with Pan-Amazon proof points (Leo, Amazon Air, Robotics) and a curated partner community to deliver measurable outcomes — not generic cloud messaging.

If you're energised by the prospect of building a new industry vertical from the ground up, working with some of the world's most iconic aerospace companies, and shaping AWS's position in a market where the next 12–18 months will define competitive positioning for a decade — we'd love to hear from you.

Basic Qualifications

- Bachelor's degree in Mechanical Engineering, Aerospace Engineering, Manufacturing Engineering, or an equivalent field
- Experience in written and verbal communication with the ability to present complex technical information in a clear and concise manner to executives and non-technical leaders
- 8+ years of experience in the aerospace industry — in roles such as business development, management consulting, solution sales, product management, or programme management — spanning one or more of: commercial aviation, defense, space, or MRO.
- Demonstrated track record of engaging and influencing C-level and VP executives at major aerospace companies (OEMs, engine manufacturers, Tier-1 suppliers, or MRO providers).
- Strong understanding of the aerospace value chain and its key operational challenges: supply chain complexity and multi-tier visibility, MRO and predictive maintenance, digital engineering and PLM, regulatory compliance (FAA/EASA, CMMC, ITAR/EAR), and sovereignty requirements.
- Familiarity with enterprise platforms and technologies used in aerospace (e.g. SAP, PTC Windchill, Dassault 3DEXPERIENCE, Siemens Teamcenter, IFS) and how cloud and AI/ML technologies complement or transform them.
- Proven ability to develop and execute market development strategies in complex, matrixed environments that deliver measurable pipeline and revenue results.

Preferred Qualifications

- Experience building and maintaining C-level client relationships
- MBA or Master's degree in Aerospace Engineering, Operations Research, Supply Chain, or related field.
- Experience with aerospace-specific technologies and concepts: digital twin for aircraft simulation and fleet monitoring, predictive maintenance for engine health and component failure, MRO transformation, HPC for CFD/structural analysis, CMMC/ITAR compliance frameworks, and connected aircraft / IoT.
- Experience working with or for a major aerospace company (e.g. Airbus, Safran, Rolls-Royce, Thales, Leonardo, BAE Systems) or a management consultancy on aerospace transformation engagements (e.g. McKinsey, BCG, Roland Berger, Deloitte, Accenture, Capgemini).
- Understanding of the defense-industrial base and its intersection with commercial aerospace — including dual-use technology considerations and cross-sector compliance requirements.
- Track record of evangelising new technologies at aerospace industry events (Farnborough, Le Bourget, MRO Europe, Paris Air Forum, Aeromart).
- Experience incubating new market segments or industry verticals — building go-to-market from zero, not just executing established playbooks.
- Proficiency in French is a strong advantage given the Toulouse/Paris aerospace hub; German, Italian, or Spanish are a plus.
- Willingness to travel across EMEA and occasionally to the US (estimated 30–40%).

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