Senior ProServe Deal Lead, Global Services Deals Engine

Job  | Amazon Web Services, Inc.

Ready to architect million-dollar cloud deals that transform industries? Do you thrive on orchestrating multi-stakeholder deals that drive business transformation?

Global Services (GS) plays a central role in our customers’ transformative cloud journeys, deeply integrating people expertise and technology capabilities at scale to shape customers’ end-to-end experiences with AWS. Across our key customer adoption success services - Training & Certification, Professional Services, Support Operations, Managed Services and Security - our builders make an impact every day across millions of individuals and thousands of customers ranging from Start-ups to Enterprises.

Together with AWS Partners, our work enables and accelerates customers, unlocks value, drives AWS adoption, and helps transform businesses and public sector organizations across the globe, and we are propelled by our pursuit to be a differentiator when customers are evaluating cloud providers.

The impact Global Services has on customers is as diverse as it is significant, helping them upskill their workforce, and with landing, operating, modernizing, and transforming their workloads on AWS, with value-add partners and security embedded throughout.

As a Senior Deal Lead within the Global Services Deals Engine (GSDE) organization, you will own the commercial deal strategy, structuring, and end-to-end facilitation for specialized Pro Serve deals. This includes leading internal stakeholder negotiations, making tradeoffs to create winning scenarios for each primary stakeholder, and guiding complex commercial negotiations. You will be responsible for developing an understanding of our commercial challenges from both the customer and AWS perspectives, qualifying potential deals for investment, and developing the commercial deal strategy and approach.

Key job responsibilities

• Partner with Account Teams, Business Development (BD), Delivery, Security, Finance, Operations, Contracting, and Legal to build winning, scalable, profitable, and operationally viable deal proposals.

• Facilitate non-standard, business-critical deals per month with material bottom-line impact.

• Develop long-term strategies and influence leadership decisions while also executing on team/department goals.

• Independently engage across multiple lines of business to identify gaps and set strategy to improve deal velocity, business growth, and profitability.

• Partner with Pro Serve BD and Sellers to strategize on the pipeline and identify potential deal levers.

• Work with Finance and Legal to build deal constructs with financial longevity, such as multi-year deals, different pricing structures, and specialized contract terms.

• Experiment with and then scale successful deal levers to enable field sellers for self-service.

• Advocate on behalf of deal strategies and plans with leadership to secure buy-in and proceed with customer negotiations.

• Leverage data analytics and modeling tools to make informed, data-driven decisions and provide actionable insights to senior management.

• Monitor key performance indicators, track progress against financial targets, and implement optimizations to drive performance.

A day in the life

As the DL you will work with leaders across Pro Serve and GS, managing end to end deal cycles for strategic, large, complex, or highly competitive deals. You will earn trust with both customers and internal stakeholders, negotiating investments, shaping deals and contract constructs, while making tradeoffs along the way to optimize customer and business outcomes through deals execution. You will own alignment with customer and internal executives across Sales, Business Development, Product, Offerings, Finance, Operations, and Legal teams and work collaboratively to transform opportunities into active customer engagements.

This individual has a high aptitude for navigating ambiguity and a strong backbone to influence and negotiate to achieve joint outcomes and deliver short, mid, and long-term results.

About the team
The World-wide Global Services Deal Engine is a unified, cross-functional organization that drives a simplified,…