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

About the role

AWS is seeking a Corporate Strategy and Business Development leader to focus 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.

Key responsibilities

• Identify, evaluate, and manage strategic partnership opportunities with financial services firms, helping them 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.
• Work closely 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 implications across multiple Amazon business units.
• Author strategy documents, executive‑level presentations, and written narratives that clearly articulate complex partnership opportunities, risks, and recommendations.
• Assess inbound partnership requests, prioritize based on strategic value, and determine appropriate engagement models.
• Collaborate 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%, up to 75% during peak periods), sometimes with limited notice.
• Navigate ambiguity in situations where no clearly defined path exists, often with evolving priorities.

A day in the life

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

About the team

AWS values diverse experiences and encourages candidates from non‑traditional backgrounds to apply. The culture emphasizes curiosity, inclusion, and continuous learning through employee‑led affinity groups, events, and conferences such as CORE and AmazeCon. Mentorship, career growth resources, and a focus on work‑life harmony are integral, with flexibility and support for personal well‑being.

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 (e.g., Compute, Edge, Hybrid, Security, Networking).
• 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.
• 7+ years of financial services domain expertise across one or more sub‑sectors (e.g., banking, payments, insurance).

Preferred qualifications

• MBA.
• 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.
• 7+ years working with Data & AI technologies (e.g., AI/ML, GenAI, Analytics, Database, Storage).
• 7+ years working with Business Application Technologies (e.g., End User Compute, Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, Communication Developer Services).

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

The total package includes sign‑on payments, restricted stock units (RSUs), and comprehensive benefits such as health insurance (medical, dental, vision), life & AD&D insurance, employee assistance program, mental health support, flexible spending accounts, adoption and surrogacy reimbursement, 401(k) matching, paid time off, and parental leave.