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

Overview

In this role you own AWS’s EMEA energy partnerships, shaping strategic agreements that combine technology, AI, and infrastructure. You will drive cross-functional GTM, build a robust pipeline, and consolidate commercial relationships across the region’s utilities and energy sectors. You’ll craft first-of-their-kind deals and mentor the BD team to raise performance. This position sits at the intersection of cloud, AI, and energy, offering high-impact opportunities to accelerate the energy transition across Europe.

Responsibilities

• Own the EMEA go-to-market partnership plan across generation, transmission, distribution, and energy trading with scalable co-sell motions.
• Structure and close the region’s largest strategic agreements covering technology, infrastructure, and AI with major energy customers.
• Act as strategic advisor to C-level customer executives and drive enterprise cloud/AI adoption.
• Coordinate commercial power discussions between EMEA account teams and AWS infrastructure and power-procurement teams.
• Orchestrate a pan-Amazon network into EMEA engagements to strengthen value propositions of strategic agreements.
• Collaborate with sales and technical teams to design, test, and scale GTM plays for broad replication.
• Maintain named-account and white-space maps, qualifying opportunities with clear drivers and urgency.
• Mentor BD peers and codify wins into reusable playbooks for the broader field.

Key requirements

• Experience explaining cloud value to power and utility customers and shaping AI strategy; track record of go-forward collaboration strategies.
• Ability to influence without authority and to mentor peers in a matrixed org.
• Proven success structuring and executing large multi-party commercial agreements ($300M+) with energy/infrastructure customers under ambiguity.
• Working knowledge of cloud, AI/ML, and emerging technologies in energy challenges, with vision for agentic AI.
• Experience in GTM, BD, Sales, or Consulting in relevant sectors.
• Experience across Core Cloud Technology Services, Enterprise Applications, and Data & AI technologies.
• Bachelor in Technical field or 16+ years equivalent experience; 12+ years in power/utilities or energy sectors.
• Preferred: language skills in European languages alongside English.

• influence without authority
• mentorship and leadership
• strategic communication with executives
• cloud computing
• AI/ML and GenAI
• data center and energy infrastructure

…