Strategic Customer Engagements, GTM Lead, GDSP

Strategic Customer Engagements, GTM Deal Lead, GDSP

o:  | AWS EMEA SARL (UK Branch)

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 technologies and global clients.

Do you have an aptitude for analyzing opportunities and creating high-impact, innovative business deals? Can you take complex scenarios and simplify them down to the essentials while building consensus across broad stakeholder groups?

Strategic Customer Engagements (SCE) is seeking a Deal Lead to drive engagement and lead the various critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure) for Strategic Collaborations. This role has Americas responsibility, is highly partner and customer facing, and will work closely with Amazon customers, partners, Partner Network (APN) programs teams, partner segment leaders, and sales leaders. The ideal candidate will possess a deal strategist and negotiator background, and experience in technology sales with customers and partners, and developing Go To Market (GTM) strategic collaborations, and be a proven collaborator across multiple stakeholders including engaging at partner/customer C-suite levels.

This individual will work with the Partner and Account Team to set objectives, analyze key data and ensure executive alignment and governance. The individual will be able to provide advice on the competitive situation, create an actionable strategy, and lead engagement with the customer.

You will be able to distill business objectives in service of developing and executing deal structures that maximize the value of the opportunity for both customers and AWS.

You will be experienced with high-stakes customer negotiations, including commercial aspects of the deal structure. The individual understands the impact of business terms and pricing and can provide alternative solutions to ensure alignment across internal and external stakeholders.

Will be able to bring to closure, in partnership with the customer and partner/account team and legal teams, any contractual/legal matters for the deal, including briefing senior management.

• Act as trusted advisor and thought leader in the development of the strategy and execution of the sales and GTM deal cycle (strategy, structuring, negotiation, and closure) for strategic, complex, or highly competitive partner and channel opportunities.
• Collaborate with finance and analytics teams to produce financial models, risk assessments and performance metrics that will guide each deal, ensuring data-driven decision-making and scalability.
• Dive Deep into customers’ business needs and obstacles, tailoring deal structures that are mutually beneficial to all.
• Inspire and influence internal stakeholders, experts and other resources not under direct control, proactively removing obstacles to drive deal momentum and deliver seamless execution.
• Facilitate alignment and effective AWS communication within sales team and internal/external key partners/customers and promptly resolve any conflicts to encourage harmonious and productive interaction.
• Continuously monitor and analyze industry trends and competitive landscapes to inform deal strategy and identify high-potential opportunities.
• Ensure disciplined sales methodology application across management groups, resulting in consistent and accurately forecasted financial results.
• Cultivate best practices through analysis and reporting in support of continuous improvement.
• Work with key internal stakeholders (e.g. AWS Partner Organization, finance, operations, legal, etc.) as needed.

SCE is a specialized global deal team that engages with…