Principal Deals Strategy Lead, AWS Deals Strategy and Governance

Description

The Principal Deal Lead is a senior member of the Deals Strategy and Governance (DSG) team responsible for leading deal strategy on complex, high-value Support opportunities from pursuit through close. This individual will own the end-to-end commercial strategy for individual deals — triaging deal requirements, structuring commercial solutions, navigating deal approval processes, and partnering closely with Sales to drive deal velocity.

They will assist with complex contract negotiations and escalations, develop deal-specific financial models, and work cross-functionally with Sales, Business Development, Finance, Legal, and Contracting to meet custom deal requirements. The Principal Deal Lead will identify barriers to Support adoption and develop repeatable strategies and mental models to overcome them, ensuring that commercial solutions are structured in a way that serves both the customer and the business.

Insights drawn from individual deal execution will directly inform DSG's broader commercial strategy, and this leader is expected to contribute actively to the evolution of deal frameworks, approval mechanisms, and governance approaches across the team.

Description

The Principal Deal Lead is a senior member of the Deals Strategy and Governance (DSG) team responsible for leading deal strategy on complex, high-value Support opportunities from pursuit through close. This individual will own the end-to-end commercial strategy for individual deals — triaging deal requirements, structuring commercial solutions, navigating deal approval processes, and partnering closely with Sales to drive deal velocity.

They will assist with complex contract negotiations and escalations, develop deal-specific financial models, and work cross-functionally with Sales, Business Development, Finance, Legal, and Contracting to meet custom deal requirements. The Principal Deal Lead will identify barriers to Support adoption and develop repeatable strategies and mental models to overcome them, ensuring that commercial solutions are structured in a way that serves both the customer and the business.

Insights drawn from individual deal execution will directly inform DSG's broader commercial strategy, and this leader is expected to contribute actively to the evolution of deal frameworks, approval mechanisms, and governance approaches across the team.

The ideal candidate has a background in deal strategy, sales operations, or commercial roles at a technology company and brings the financial depth and negotiation experience to structure complex deals and communicate their economics clearly to senior executives. They operate autonomously in ambiguous deal environments, build credibility quickly with internal and external stakeholders, and have a demonstrated track record of closing difficult, high-value opportunities.

They are equally comfortable building a detailed deal model and presenting a commercial recommendation to VP-level leadership, and they bring the judgment to know when to apply a proven structure and when to carve a new path. Beyond individual deal execution, they translate patterns and learnings from their deal work into improved frameworks and playbooks that raise the commercial bar for the broader team.

• Lead deal strategy for complex, large, and highly competitive Support opportunities in AMER, managing end-to-end deal cycles from pursuit identification through contract execution and close.
• Develop deal-specific commercial strategies and mental models; navigate complex contract negotiations and escalations, ensuring deal structures optimize outcomes for both the customer and the business.
• Triage incoming deal requirements and structure commercial solutions using DSG's portfolio of available commercial levers within established governance frameworks.
• Work closely with Sales and Sales Operations teams to collaborate on deal strategy, provide real-time visibility into deal progress and approval status, and rapidly execute to remove deal blockers.
• Navigate deal approval processes cross-functionally, partnering with Finance, Legal, Contracting, and Compliance to meet custom deal…