SCE – Deal Lead, AMER

About the role

The Strategic Customer Engagements (SCE) team at Amazon Web Services (AWS) is seeking a Deal Lead to engage with commercial and public sector customers on deal strategy, structuring, and negotiations for transformational, strategic, large, complex, and/or highly competitive opportunities.

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 outcome and goals
• Contribute to developing AWS’s value proposition and solutions
• Drive revenue growth and Cloud adoption
• Closely collaborate with key stakeholders across the organization for regional sales teams, 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 presentation of deal proposals to Customers

Requirements

• 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
• 12 + years demonstrated success working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size)
• 12+ years of experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, and legal and internal stakeholders for sizeable commercial/enterprise deals

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

Skills

• Ability to lead negotiations and customer closure for strategic, large, complex or highly competitive deals
• Experience in developing and shaping deal strategies and structures
• Knowledge of AWS’s value proposition and solutions
• Experience in driving revenue growth and cloud adoption
• Experience collaborating with key stakeholders across the organization
• Experience in acting as a trusted advisor in the development of commercial strategies
• Experience in developing strategies for pricing and discounts
• Experience in leading or supporting presentations of deal proposals to customers

Benefits

• Comprehensive benefits including medical, dental, vision, prescription, life insurance, AD&D insurance, EAP, mental health support, flexible spending accounts, adoption and surrogacy reimbursement coverage
• 401(k) matching
• Paid time off
• Parental leave

Pay

Base salary range for this position is $170,000.00 - $230,000.00 USD annually.

Schedule

Full-time position.