The Principal Business Development Specialist for Games serves as a dedicated industry expert embedded within account teams, driving AWS adoption through line-of-business opportunities across the video games sector. This role combines deep games industry expertise with strategic account planning to identify, develop, and launch opportunities that address specific game studio, publisher, and supplier workflows and business challenges.
The role covers the full spectrum of the video games value chain: AAA and indie studios, mobile game developers, publishers, platform holders, game engine providers, middleware and tools companies, and live-service operators, with a regional focus on the North American market.
Key job responsibilities
Account Strategy & Planning
- Contribute Games industry perspective to Account Plans for assigned proactive coverage accounts
- Identify and map Line of Business (LOB) contacts and stakeholders within game studios, publishers, and game technology suppliers
- Utilize the Industry Scorecard to identify whitespace opportunities across four Games solution areas: Game Infrastructure & Backends, Game Analytics (Player Acquisition, Engagement and Monetization), Cloud Game Development, and Game Content Creation
- Collaborate with account teams to develop studio and publsher specific strategies aligned with each customer's development pipeline, live-service operations, and technology modernization goals
- Map customer needs against sub-solution areas including Game Backend as a Service, Multiplayer Session-Based Hosting (Amazon GameLift), Game Security, AI for Content Production, Cloud Build Pipelines, and Automated QA
Opportunity Development & Execution
- Drive Games industry opportunities from Qualified stage through Launch, focusing on measurable business outcomes (cost reduction, time-to-market, player engagement)
- Evangelize AWS services, partner solutions, and Professional Services tailored to video games use cases (e.g., Amazon GameLift, Amazon Bedrock for in-game AI, AI Code Assistance for game dev, Game Analytics Pipeline)
- Achieve 70% partner attachment rate on launched opportunities, leveraging Games ecosystem partners
- Participate in Executive Briefing Centers (EBCs) and executive engagements with C-suite stakeholders at studios and publishers
- Act as facilitator to bring in specialized AWS resources, world-wide specialist teams, ProServe, and partner capabilities
Thought Leadership & Enablement
- Conduct internal enablement sessions for account teams on Games industry trends, use cases, and AWS solutions across all four solution areas
- Lead external thought leadership sessions with customers and at industry events (eg, GDC, Gamescom, DICE, Unreal Fest)
- Contribute to Go-to-Market packages for scale Games customers, including solution playbooks and competitive positioning materials
- Build and maintain relationships with key industry associations, platform holders, and game development communities
- Track and communicate market trends including GenAI adoption in games, live-service economics, and cloud game development evolution
Regional Market Development
- Develop deep understanding of the regional games ecosystem across key markets and studio clusters
- Identify regional trends, competitive dynamics, and market opportunities specific to video games (e.g., mobile-first markets, AAA studio consolidation, indie growth)
- Build partner ecosystem relationships with regional game technology providers, middleware vendors, and systems integrators
- Monitor competitive landscape
A day in the life
Your primary focus is being the go-to expert on video games for our teams working with studio and publisher customers. You're the person who understands how game companies actually build, ship, and operate games - and can connect those challenges to AWS solutions.
Most days, you're embedded with account teams having conversations with game studios and publishers. You might start your morning on a call with a major publisher, helping the team understand what their CTO cares about when it comes to scaling multiplayer infrastructure for a tentpole launch. You're translating between the game development side and the cloud infrastructure side, making sure everyone speaks the same language.
You'll spend a good chunk of time in customer meetings - sometimes it's a formal executive briefing where you're presenting to C-level folks at a AAA studio, other times it's a working session with their tech leads diving into the specifics of how they could modernize their build pipeline or adopt AI tools for content production. You're not just talking about technology; you're talking about their production timelines, their live-ops challenges, and how they can ship better games faster.
Between customer engagements, you're also teaching. You'll run sessions for account teams to help them understand what's happening in the industry - how GenAI is transforming content pipelines, why studios are consolidating infrastructure onto cloud backends, what's changing in game analytics and player engagement. You become their trusted advisor on all things games.
What makes this role interesting is the variety. One day you might be helping an indie studio figure out their Amazon GameLift deployment for a multiplayer launch, the next you're at GDC sharing insights on AI-powered game development, and the day after that you're working with partners to build a comprehensive analytics solution for a major publisher migrating off a competitor.
You'll also get pulled into strategic planning - helping teams think through which opportunities to pursue, where the white space is in an account, and how to approach complex deals that might take months to close. It's part detective work, part strategy, part relationship building.
Travel is part of the mix - you'll be visiting studios, attending industry events, and collaborating with teams across the region. But it's purposeful travel that lets you build real relationships and stay connected to what's actually happening in the games market.
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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.
Why AWS?
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Inclusive Team Culture
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Mentorship & Career Growth
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Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
About the team
The AWS Industries team is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers in their cloud journeys and work backwards from their industry-specific needs to transform their businesses and industries. Our team focuses on business outcomes and industry use cases on behalf of our customers, whether that is how we build products and solutions, how we sell, how we deliver, or how we partner.
You'll be part of the Global Geo Industry Specialist Games team (GIST) within the broader Media, Entertainment & Games and Sports Industry Business Unit, focused on the North American market. The team works collaboratively across multiple geographies, segments including AAA studios, indie developers, mobile studios, publishers, platform holders, game engine and middleware providers, game services companies, and esports organizations.
The team culture emphasizes customer obsession, fostering innovation through curiosity, and empowering high-velocity decisions. You'll work closely with account teams, Solutions Architects, AWS Professional Services, Industry Marketing, and an extensive partner ecosystem. Strategic focus areas include accelerating time to market, game infrastructure modernization, AI/ML adoption for game development and content creation, player analytics and engagement, and helping studios achieve operational efficiency through cloud-native and AI powered architectures.
- 7+ years of developing, negotiating and executing business agreements experience
- 10+ years of professional or military experience
- 5+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
- 10+ years of solving problems with technology in the Media & Entertainment Industry experience
- 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
- Experience selling to Fortune 1000 or Global 2000 organizations
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, CA, San Francisco - 193,700.00 - 262,000.00 USD annually
USA, CA, Santa Monica - 176,100.00 - 238,200.00 USD annually
USA, NY, New York - 193,700.00 - 262,000.00 USD annually
USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually
