Enterprise Negotiator, AWS Sales, Marketing Global Services Legal

Amazon Web Services (AWS) is seeking an experienced negotiator who will be responsible for independently leading negotiations of complex cloud services agreements with sophisticated enterprise customers. The AWS Enterprise Negotiator will own and drive all aspects of these negotiations, including developing internal strategy, crafting proposals for custom terms to address unique customer needs, drafting bespoke contractual provisions, collaborating with internal stakeholder groups and business leadership to drive open points to closure, and serving as the face of AWS Legal in customer negotiation calls.

To be successful, you will need to demonstrate a command of complex contractual terms and related technology and business considerations. You will need to earn trust with enterprise customers by demonstrating an understanding of their position on key open points, and developing middle‑ground solutions that drive open points to resolution. You will need to demonstrate poise under pressure, as these negotiations are often conducted on tight timelines in connection with key business opportunities with executive focus.

To be successful, you must be inquisitive, enthusiastic about technology, enjoy working hard and being continually challenged, and demonstrate sound judgment even in ambiguous situations.

• Independently leading high‑stakes, competitive, time‑intensive negotiations with enterprise customers.
• Evaluating and drafting custom contract terms.
• Influencing and earning trust with enterprise customers.
• Collaborating with internal stakeholders and subject matter experts to resolve customer issues and minimize risk to AWS.

• Bachelor's degree or equivalent
• 5+ years of multi‑million dollar contract negotiation experience
• 5+ years of drafting and negotiating the legal terms in a broad range of standard commercial contracts experience
• Experience with complex commercial/legal concepts and drafting, ability to quickly read and interpret legal terminology and reasoning

• J.D., or Master's degree
• Experience as in‑house attorney
• Knowledge of cloud computing technologies
• Experience independently leading negotiations of complex B2B enterprise technology contracts involving SaaS, IaaS, AI/ML, GenAI, or cloud computing
• Experience advising business teams on deal and negotiation strategy, implications of contract terms, and legal and commercial risk
• Deep understanding of legal concepts like indemnity, limitation of liability, privacy and security, and order of precedence
• Ability to understand, discuss, and resolve counter party questions and concerns, while providing consistent reporting on deal status and outcomes to stakeholders
• Ability to explain complex legal and commercial contract terms to sophisticated counter parties and business teams, and negotiate custom provisions where appropriate
• Ability to identify and build consensus for middle‑ground solutions and drive complex deals to close with minimal friction
• Ability to create, maintain and improve standard operating procedures and negotiation resources pertaining to business‑to‑business enterprise contract negotiations
• Excellent organizational skills, and ability to provide oversight, guidance and management to multiple projects at once, and follow through and meet deadlines
• High degree of independence, initiative, decisiveness and creative thinking, as well as a desire to be challenged
• Excellent interpersonal and oral and written communication skills
• Highest standards of ethics and professional integrity
• Strong business and legal judgment, including in ambiguous situations
• Ability to prioritize in a fast‑moving environment

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