Strategic Customer Engagements, Deal Team - Specialized

Overview

At AWS, the Global Deal Strategy and Programs (GDSP) team drives cloud adoption and business growth through innovative pricing strategies. The organization comprises two specialized teams:
Strategic Customer Engagements, which guide transformative deals with industry leaders, and Private Pricing Programs & Experiences, which scales and optimizes pricing solutions across our diverse customer base. 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.

Amazon Web Services (AWS) is seeking a member 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. SCE engages directly with customers and AWS leadership to drive cloud initiatives that will accelerate growth, increase efficiency, and unlock new business capabilities.

By collaborating closely with our field sales teams, SCE Deal Specialists at AWS leverage their expertise in deal structuring, negotiating private pricing that drives sustainable growth and value for both our customers and AWS, and strategic methodologies to navigate customer pain points, gain credibility, and effectively partner with the sales organization. This is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS across 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 global deal team and other Amazon and AWS stakeholders. We are a dynamic team passionate about managing transformational deals.

• Act as trusted advisor and thought leader in the development of commercial strategy and deals: partner in the execution of the deal sales cycle for strategic commercial opportunities.
• Partner closely with AWS Service teams to understand services and pricing: create frameworks that impact customer outcomes.
• Inspire and influence key internal stakeholders, experts, and other indirect resources to remove barriers and achieve desired business outcomes.
• Advise and construct commercial deal terms: understand the competitive landscape and provide deal guidance.
• Facilitate alignment and effective AWS communication with internal and external stakeholders to resolve conflict and encourage productive interactions.
• Cultivate best practices through analysis and reporting in support of continuous improvements.

• Experience formulating competitive financial models (e.g., cash flow, NPV, deal comparisons, etc.) to use as comparative tools to grow opportunities.
• Experience working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure.
• 7+ years demonstrated success working with customers on the structuring of substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure.
• 7+ years working with, presenting to, and negotiating with C‑level executives, IT, lines of business, procurement, finance, and legal and internal stakeholders for sizeable commercial/enterprise deals.
• 3+ years financial modeling.
• Bachelor’s degree (or equivalent work experience) – Advanced degree (preferred).
• Understanding of the technology ecosystem.
• Direct field experience in working with enterprise or commercial accounts.

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.