Principal, Strategy & BD - FSI, AWS Corporate Strategy & Business Development

About the role

AWS is seeking a Corporate Strategy and Business Development leader focused on deep engagements with Financial Services customers. The role drives holistic strategies across Amazon’s largest partners, working at the intersection of AWS and broader Amazon. It involves assessing inbound requests, independently managing complex, high‑impact partnership opportunities end‑to‑end, and negotiating unconventional deals that have broader implications across multiple Amazon business units. The position requires strong commercial aptitude, deep knowledge of financial services operations, and the ability to influence senior leadership at both AWS and Amazon.

Key Responsibilities

• Identify, evaluate, and manage strategic partnership opportunities with financial services firms to drive technology transformation through AWS tools, technology, and partners.
• Independently manage complex, end‑to‑end deal cycles, including non‑standard deal construction, creative accounting procedures, and unconventional partnership structures.
• Engage confidently with senior leadership at AWS and Amazon, presenting partnership strategies and executive‑level presentations.
• Collaborate with AWS, Amazon, and customer stakeholders to align partnership strategies, navigate internal processes, and ensure mutually beneficial deal structures.
• Negotiate high‑impact partnership agreements that require a centralized advocate and have broader cross‑business implications.
• Author strategy documents, executive‑level presentations, and written narratives that articulate complex partnership opportunities, risks, and recommendations.
• Assess inbound partnership requests, prioritize based on strategic value, and determine appropriate engagement models.
• Work with cross‑functional teams across AWS and Amazon to understand relative advantages, risks, roadmap implications, and adoption strategies.
• Travel to support deal cycles and company engagements (typically 25% travel, up to 75% during peak periods), sometimes with limited notice.
• Navigate ambiguity and evolving priorities, often without a clearly defined path.

A Day in the Life

The day involves navigating complex, multi‑stakeholder relationships across AWS and Amazon. You’ll engage directly with C‑suite executives at large AWS customers, aligning their technology transformation goals with AWS capabilities. Internally, you’ll collaborate with account teams, service teams, and Amazon business leaders to build holistic strategies that unlock value across the entire Amazon relationship. No two days look alike—you may be negotiating a non‑standard deal structure in the morning and authoring an executive strategy document by afternoon.

Team & Culture

• Diverse Experiences: AWS encourages candidates with non‑traditional career paths and alternative experiences to apply.
• Why AWS: As the world’s most comprehensive cloud platform, AWS powers startups to Global 500 companies.
• Inclusive Team Culture: Employee‑led affinity groups, diversity conferences (CORE, AmazeCon), and a focus on curiosity and learning.
• Mentorship & Career Growth: Ongoing knowledge‑sharing, mentorship, and resources to develop as a well‑rounded professional.
• Work/Life Balance: Emphasis on flexibility and harmony between professional success and personal life.

Basic Qualifications

• 7+ years solving problems with technology in the Global Financial Services industry.
• 7+ years developing, negotiating, and executing business agreements.
• 7+ years professional or military experience.
• 7+ years working with core cloud technology services (Compute, Edge, Hybrid, Security, Networking).
• 7+ years in Go‑To‑Market, Business Development, Sales, or Consulting.
• Bachelor’s degree.
• Experience developing strategies that influence leadership decisions at the organizational level.
• 7+ years financial services domain expertise across one or more sub‑sectors (e.g., banking, payments, insurance).

Preferred Qualifications

• MBA.
• Experience as a founder, executive, practice leader, or business unit owner in related segments.
• Experience selling to Fortune 1000 or Global 2000 organizations.
• 7+ years working with Data & AI technologies (AI/ML, GenAI, Analytics, Database, Storage).
• 7+ years working with Business Application Technologies (End User Compute, Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, Communication Developer Services).

Benefits

• Comprehensive health insurance (medical, dental, vision, prescription).
• Basic Life & AD&D insurance with optional supplemental life plans.
• Employee Assistance Program and mental health support.
• Medical Advice Line.
• Flexible Spending Accounts.
• Adoption and surrogacy reimbursement coverage.
• 401(k) matching.
• Paid time off and parental leave.

Compensation

Base salary ranges (USD annually):

• New York, NY: $193,700 – $262,000
• Arlington, VA: $176,100 – $238,200
• Herndon, VA: $176,100 – $238,200
• Seattle, WA: $176,100 – $238,200

Additional compensation may include sign‑on payments and restricted stock units (RSUs). Final compensation is determined based on experience, qualifications, and location.