Strategic Customer Engagements, Americas , GDSP

About the Role

At AWS, the Global Deal Strategy and Programs (GDSP) team drives cloud adoption and business growth through innovative pricing strategies. The Strategic Customer Engagements (SCE) team guides transformative deals with industry leaders. 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.

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 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.
• Engage with customers on deal strategy, structuring, and negotiations through contractual closure for transformational, strategic, large, complex, and/or highly competitive opportunities such as GenAI.
• Own engagement with customer C-level executives, IT teams, and multiple lines of business to achieve business outcomes, increase the adoption of AWS services, and enable private pricing, go-to-market, pan-Amazon, and other strategic relationships.
• Work collaboratively to drive results by partnering with AWS customers, AWS field sales executives, and other internal stakeholders to empower customers to evolve, address challenges, and create innovative solutions.

Requirements & Tech Stack

• Experience working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure.

Qualifications

• Advanced degree or equivalent relevant experience.
• Direct field experience with enterprise accounts.
• Knowledge of AWS products and services.
• Strong written and verbal presentation skills with the ability to articulate complex concepts to cross-functional audiences.