Strategic Customer Engagements, GTM Deal Lead, GDSP

Strategic Customer Engagements, GTM Deal Lead, GDSP

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.

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? If so, SCE is looking for a senior Deal Lead to drive engagement and lead the critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure) for strategic collaborations.

This role focuses on the Americas, is highly partner‑ and customer‑facing, and works 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, experience in technology sales with customers and partners, and a proven record of developing GTM strategic collaborations.

• 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 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 parties.
• 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 the sales team and internal/external key partners/customers, promptly resolving 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 commercial and public sector customers on deal strategy, structuring, and negotiations through contractual closure for transformational, strategic, large, complex, and highly competitive opportunities such as GenAI. This unique opportunity involves engaging with AWS customers across industry verticals—including Financial Services, Telecommunications, Media & Entertainment, Energy, Healthcare Life Sciences, Automotive and Manufacturing, and Public Sector—and customer sizes from start‑ups to enterprise.

These engagements may also involve pan‑Amazon and AWS go‑to‑market opportunities, requiring close partnership with other Amazon and AWS stakeholders.

Diverse experiences are valued  encourage candidates whose careers don’t follow a traditional path or include alternative experiences to apply. Amazon’s inclusive culture fosters openness and learning, with affinity groups and events that celebrate differences.

• 12+ years of experience in a technology‑related deal team or complex sales environment.
• 5+ years of experience in business consulting, GTM/strategic collaboration deals with technology…