AWS is building deep capability in the midstream and downstream energy segment, including refineries, petrochemical plants, pipelines and LNG facilities, where operational technology meets cloud at scale. As a Technical Business Developer on the AWS Energy team, you will own the global go-to-market strategy for this segment, identifying where cloud, data, and AI can move the needle on process optimization, asset integrity, emissions management, and supply chain visibility. You will work across AWS account teams, ISVs, and systems integrators to shape solutions that fit how these operators actually run, bridging IT/OT convergence, industrial data platforms, and advanced analytics with the commercial models that make adoption real. You will develop reference architectures and technical content grounded in plant-level and pipeline-level use cases, and build relationships with VP-level engineering and digital leaders at major operators who are making build-vs-buy decisions right now. This role suits someone who has walked a plant floor, understands a DCS from a historian, and can hold their own in a conversation about turnaround planning or pipeline SCADA modernization. You will use your network and credibility in the sector to open doors that cold outreach cannot, and you will be measured on pipeline generated, solutions adopted and customer outcomes delivered, not slide decks produced.
Key job responsibilities
- Develop and own a global go-to-market strategy for the midstream and downstream energy segment, identifying priority use cases and customer targets across regions.
- Engage VP and C-level leaders at major mid/downstream companies, building trusted advisory relationships and connecting their operational challenges with AWS solutions.
- Create and deliver technical content such as whitepapers, reference architectures, and solution briefs for use cases including digital twins and carbon management.
- Build jointly with partners, customer account teams, and industry deployment and systems integrators to co-develop solutions for refining and pipeline operations.
- Coach account teams on mid/downstream positioning and mentor teammates to help the broader organization grow its energy practice.
A day in the life
You might start your morning reviewing your global pipeline of mid/downstream opportunities and preparing a business case for a new customer engagement. By midday, you are on a call with a refinery's digital transformation lead, mapping their process optimization needs to AWS capabilities. In the afternoon, you work with a systems integrator partner and a customer account team to finalize a joint solution brief, then close out by coaching an account team on how to position a carbon management use case. You regularly present progress and recommendations to senior leadership, ensuring alignment across regional teams.
About the team
The AWS Energy team works with some of the world's most complex and impactful companies to bring cloud computing to the energy industry. Our mission is to accelerate digital transformation across the energy value chain. We build alongside partners, customer account teams, and industry systems integrators to deliver real outcomes for our customers. The midstream and downstream segment represents a significant growth opportunity, and this role is central to building our presence with global refining, chemicals, and pipeline operators. We value curiosity and creative problem-solving, and we are committed to delivering results together.
