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 within GDSP guides transformative deals with industry leaders, focusing on deal strategy, structuring, and negotiations through contractual closure for transformational, strategic, large, complex, and/or highly competitive opportunities. This role offers the opportunity to engage with AWS customers on strategic opportunities, increase AWS growth, and establish AWS as their key cloud technology provider across various industry verticals and customer sizes. Engagements may involve Pan-Amazon and AWS go-to-market opportunities, requiring close partnership with 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.
• Collaborate closely with key stakeholders across 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 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.

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.