SCE – Deal Lead, AMER

About the role

The Deal Lead for the Strategic Customer Engagements (SCE) team at Amazon Web Services (AWS) will engage 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 work with AWS customers on strategic opportunities, driving AWS growth across the Americas, EMEA, and APJ, and establishing AWS as their key cloud technology provider. These opportunities span various industry verticals, including Financial Services, Telecommunications, Media & Entertainment, Energy, Healthcare Life Sciences, Automotive and Manufacturing, and Public Sector, serving customers from start-ups to enterprise level.

This role involves close partnership with other Amazon and AWS stakeholders on Pan-Amazon and AWS go-to-market opportunities. As a SCE Deal Lead, you will manage the end-to-end deal cycle for strategic, large, complex, or highly competitive deals, focusing on earning customer trust by creating actionable strategies, shaping opportunities, and leading negotiations to closure.

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, partnering 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 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

• 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.

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) and Mental Health Support.
• Medical Advice Line and Flexible Spending Accounts.
• Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off and parental leave.

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.

Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location.