Principal Deals Strategy Lead, AWS Deals Strategy and Governance

Principal Deals Strategy Lead, AWS Support Deals Strategy and Governance

Job :  | AWS EMEA SARL (UK Branch)

The Deals Strategy and Governance (DSG) team is an established, cross‑functional organization within AWS Support that builds and governs the commercial strategy enabling field sales to grow the Support business  Principal Deal Lead (DL) will develop a portfolio of pre‑packaged commercial tools tailored to industry, geography, and spend tier, creating a standardized, scalable approach that empowers sales teams to move quickly and confidently without adding steps or friction to an already complex sales cycle.

The DL is a senior member of DSG responsible for designing, building, and operationalizing commercial frameworks. The role owns end‑to‑end strategy for specific commercial programs, partners closely with Sales, GTM, Finance, Legal, and Product teams, and leads deal strategy for complex, high‑value Support opportunities in EMEA. The DL will identify barriers to Support adoption, develop repeatable strategies, and ensure frameworks are applied consistently and with measurable impact.

• Design and build pre‑packaged commercial frameworks tailored to specific customer niches—industry verticals, geographies, and spend tiers—to enable field sales teams to move quickly and offer standardized pricing without additional complexity.
• Develop and operationalize a portfolio of commercial levers based on qualifying criteria to accelerate AWS Support adoption and unlock incremental revenue.
• Own commercial enablement strategy for field sales teams, ensuring sellers are equipped with the right tools, mental models, and deal structures to compete effectively.
• Lead deal strategy for complex, large, and highly competitive Support opportunities, managing end‑to‑end deal cycles and making trade‑offs to optimize customer and business outcomes.
• Assist with complex contract negotiations and escalations by partnering with Sales, Business Development, Contracting, Finance, Legal, and Compliance to address custom deal requirements.
• Drive cross‑functional alignment across Sales, GTM, Finance, Legal, Product, and Operations to develop, govern, and continuously improve commercial frameworks; establish clear governance mechanisms to ensure consistent application.
• Build and maintain analytics and reporting on commercial program performance, deal velocity, and adoption metrics; report monthly, quarterly, and annually for the region and contribute to leadership reviews.
• Develop best practices, playbooks, and mental models for deal packaging and commercial strategy; guide the broader DSG team in establishing scalable, repeatable approaches.
• Identify and address barriers to Support adoption through data‑driven analysis, projections, financial modeling, and strategies balancing customer needs with business objectives.
• Influence and contribute to VP and S‑Team goal attainment across sales and business development organizations; drive alignment on new approaches in ambiguous, first‑of‑kind commercial situations.
• Mitigate complex, long‑term commercial and deal risks by building sustainable solutions and ensuring commercial mechanisms are designed for repeatability and scale.

You will partner with Sales and Business Development leaders to understand commercial friction in the customer journey and design standardized, scalable solutions to remove it. Typical activities include working with Finance and Product to model a new credit‑based commercial offer for a specific industry vertical, reviewing deal strategy with a field sales team on a large competitive Support opportunity, or presenting a new commercial framework to VP‑level stakeholders for alignment and approval.

You balance deep analytical work—building financial models, analyzing deal trends, evaluating commercial alternatives—with executive‑level stakeholder engagement, influencing leaders across organizations to adopt new approaches.

The DSG team is embedded within the broader Support Product and WW GTM function. Our mission is to build the commercial infrastructure that enables the Support business to grow at scale—moving from…