Principal Deals Strategy Lead, AWS Support Deals Strategy and Governance

Key job 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.
• Sources, analyzes, and reports on quantitative deal data; builds deal-specific financial models, formulates projections, and evaluates commercial alternatives to identify the optimal path to close.
• Builds and maintains deal analytics and reporting on deal velocity, commercial program adoption, win rates, and margin KPIs; reports on monthly, quarterly, and annual performance for your region and contributes to leadership business reviews.
• Identifies patterns across deals to surface barriers to Support adoption; translates deal learnings into repeatable strategies, playbooks, and mental models that improve commercial execution across the team.
• Contributes to the development and refinement of deal approval frameworks, best practices, and governance mechanisms in partnership with DSG leadership.
• Influences and contributes to VP and S-Team goal attainment across sales and business development organizations; drives alignment on new approaches in ambiguous and first-of-kind commercial situations.
• Mitigates complex, long-term commercial and deal risks by looking around corners, building sustainable solutions, and ensuring commercial mechanisms are designed for repeatability and scale.

About the team

The Deals Strategy and Governance (DSG) team is an established, cross-functional organization within AWS Support, embedded within the broader Support Product function. DSG is responsible for driving Support deal strategy and execution across NAMER, overcoming commercial challenges through innovative deal structures that enable growth. The team partners directly with Sales, Finance, Legal, and Product to develop and govern the commercial tools that field sellers rely on in a complex enterprise sales environment.

Basic 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

Preferred Qualifications

• Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
• Experience selling to Fortune 1000 or Global 2000 organizations