Principal Deals Strategy Lead, AWS Support Deals Strategy and Governance

About the role

The Principal Deal Lead is a senior member of the Deals Strategy and Governance (DSG) team responsible for leading deal strategy on complex, high-value Support opportunities from pursuit through close. This individual will own the end-to-end commercial strategy for individual deals — triaging deal requirements, structuring commercial solutions, navigating deal approval processes, and partnering closely with Sales to drive deal velocity.

Responsibilities

• Lead deal strategy for complex, large, and highly competitive Support opportunities in AMER, managing end-to-end deal cycles from pursuit identification through contract execution and close.
• Develop deal-specific commercial strategies and mental models; navigate complex contract negotiations and escalations, ensuring deal structures optimize outcomes for both the customer and the business.
• Triage incoming deal requirements and structure commercial solutions using DSG's portfolio of available commercial levers within established governance frameworks.
• Work closely with Sales and Sales Operations teams to collaborate on deal strategy, provide real-time visibility into deal progress and approval status, and rapidly execute to remove deal blockers.
• Navigate deal approval processes cross-functionally, partnering with Finance, Legal, Contracting, and Compliance to meet custom deal requirements and obtain approvals on a timeline that supports deal momentum.
• Source, analyze, and report on quantitative deal data; build deal-specific financial models, formulate projections, and evaluate commercial alternatives to identify the optimal path to close.
• Build and maintain deal analytics and reporting on deal velocity, commercial program adoption, win rates, and margin KPIs; report on monthly, quarterly, and annual performance for your region and contribute to leadership business reviews.
• Identify patterns across deals to surface barriers to Support adoption; translate deal learnings into repeatable strategies, playbooks, and mental models that improve commercial execution across the team.
• Contribute to the development and refinement of deal approval frameworks, best practices, and governance mechanisms in partnership with DSG leadership.
• Influence and contribute to VP and S-Team goal attainment across sales and business development organizations; drive alignment on new approaches in ambiguous and first-of-kind commercial situations.
• Mitigate complex, long-term commercial and deal risks by looking around corners, building sustainable solutions, and ensuring commercial mechanisms are designed for repeatability and scale.

Qualifications

• 7+ years of developing, negotiating and executing business agreements experience
• 7+ years of professional or military experience
• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level