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.
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
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