SCE – Deal Lead, AMER
About the role
Amazon Web Services (AWS) is seeking a Deal Lead for the Strategic Customer Engagements (SCE) team. SCE is a specialized global deal team that engages with commercial and public sector customers on deal strategy, structuring, and negotiations through contractual closure for transformational, strategic, large, complex, and/or highly competitive opportunities such as GenAI. This role offers a unique opportunity to engage with AWS customers on strategic opportunities, drive AWS growth (Americas/EMEA/APJ), and establish AWS as their key cloud technology provider. These opportunities span industry verticals, including Financial Services, Telecommunications, Media & Entertainment, Energy, Healthcare Life Sciences, Automotive and Manufacturing, and Public Sector, and involve customers of all sizes (from start-ups to enterprise). Engagements may also include Pan-Amazon and AWS go-to-market opportunities, requiring close partnership between the SCE team and other Amazon and AWS stakeholders.
Responsibilities
- Lead negotiations and customer closure for strategic, large, complex, or highly competitive deals.
- Develop and shape the overall deal strategy and structure to meet customer business outcomes and goals.
- Contribute to developing AWS’s value proposition and solutions.
- Drive revenue growth and cloud adoption.
- Collaborate closely with key stakeholders across regional sales teams (Americas/EMEA/APJ) and related regional and global stakeholders (Service Teams, Finance, Legal, etc.).
- Act as a trusted advisor in the development of the commercial strategy of deals with AWS Field Sales Executives; partner in the execution of the sales cycle for strategic, complex, or highly competitive commercial opportunities.
- Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control to remove obstacles and achieve desired business outcomes.
- Develop strategies for pricing and discounts; effectively communicate and identify deal blockers.
- Lead or support the presentation of deal proposals to customers.
Requirements
- Experience working with, presenting to, and negotiating with C-level executives, IT teams, lines of business, procurement, finance, legal, and internal stakeholders for sizeable commercial/enterprise deals.
- 12+ years of demonstrated success working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through closure.
- 12+ years of experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal, and internal stakeholders for sizeable commercial/enterprise deals.
Preferred Qualifications
- Advanced degree or equivalent relevant experience.
- Direct field experience with enterprise accounts.
- Strong written and verbal presentation skills with the ability to articulate complex concepts to cross-functional audiences.
Pay
- USA, GA, Atlanta: $170,000.00 - $230,000.00 USD annually
- USA, IL, Chicago: $170,000.00 - $230,000.00 USD annually
- USA, NY, New York: $187,000.00 - $252,900.00 USD annually
- USA, TX, Dallas: $170,000.00 - $230,000.00 USD annually
- USA, TX, Houston: $170,000.00 - $230,000.00 USD annually
Benefits
Amazon offers comprehensive benefits, including:
- Health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance, and optional supplemental life plans).
- Employee Assistance Program (EAP), Mental Health Support, and Medical Advice Line.
- Flexible Spending Accounts.
- Adoption and Surrogacy Reimbursement coverage.
- 401(k) matching.
- Paid time off and parental leave.
- Sign-on payments, restricted stock units (RSUs), and sales incentives.
Learn more about our benefits at amazon.jobs/en/benefits.