Strategic Customer Engagements, Americas , GDSP

About the Role

Amazon Web Services (AWS) is seeking a Deal Lead for the Strategic Customer Engagements (SCE) team. SCE is a specialized global deal team that engages with commercial and public sector customers on deal strategy, structuring, and negotiations through contractual closure for transformational, strategic, large, complex, and/or highly competitive opportunities such as GenAI.

Within GDSP, you will develop deep expertise in cloud economics, hone your strategic thinking, and directly impact AWS's market leadership while working with cutting-edge technologies and global clients. This is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS (Americas/EMEA/APJ), and to establish AWS as their key cloud technology provider.

These opportunities range across industry verticals such as Financial Services, Telecommunications, Media & Entertainment, Energy, Healthcare Life Sciences, Automotive and Manufacturing, and Public Sector, and customer size from start-ups to enterprise customers. These engagements may also involve Pan-Amazon and AWS go-to-market opportunities involving close partnership between the SCE team and other Amazon and AWS stakeholders.

Key Responsibilities

• Lead negotiations and customer closure for strategic, large, complex or highly competitive deals.
• Develop and shape the overall deal strategy and structure to meet customer business outcomes and goals.
• Contribute to developing AWS’s value proposition and solutions.
• Drive revenue growth and Cloud adoption.
• Closely collaborate with key stakeholders across the organization for (Americas/EMEA/APJ) regional sales teams, and related regional and global stakeholders (Service Teams, Finance, Legal, etc.).
• Act as a trusted advisor in the development of the commercial strategy of deals with AWS Field Sales Executives: partner in the execution of the sales cycle for strategic, complex, or highly competitive commercial opportunities.
• Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes.
• Develop strategies for pricing and discounts; effectively communicate and identify deal blockers.
• Lead or support presentation of deal proposals to Customers.

Requirements & Tech Stack

• Experience working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure.
• Strong written and verbal presentation skills with the ability to articulate complex concepts to cross-functional audiences.

Qualifications

• Advanced degree or equivalent relevant experience.
• Direct field experience with enterprise accounts.
• Knowledge of AWS products and services.