SCE – Deal Lead, Startups
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 the opportunity to engage with AWS customers on strategic opportunities, drive AWS growth across the Americas, EMEA, and 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, serving customers from start-ups to enterprise.
About the role
As a SCE Deal Lead, you will manage the end-to-end deal cycle for strategic, large, complex, or highly competitive deals. You will focus on earning trust with customers by creating actionable strategies, developing and shaping opportunities, and leading deal engagements through negotiations and closure. This highly visible role involves engaging with customer C-level executives, IT teams, and multiple lines of business to achieve business outcomes, increase AWS service adoption, and enable private pricing, go-to-market, and other strategic relationships. You will collaborate with AWS customers, field sales executives, and internal stakeholders to empower customers to evolve, address challenges, and create innovative solutions.
Responsibilities
- Lead negotiations and customer closure for strategic, large, complex, or highly competitive GenAI 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 global stakeholders (Service Teams, Finance, Legal, etc.).li>
- Act as a trusted advisor in developing the commercial strategy of deals with AWS Field Sales Executives; partner in executing the sales cycle for strategic, complex, or highly competitive opportunities.
- Inspire, influence, and facilitate alignment with internal stakeholders and experts 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 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, CA, Irvine: $170,000.00 - $230,000.00 USD annually
- USA, CA, San Francisco: $187,000.00 - $252,900.00 USD annually
- USA, IL, Chicago: $170,000.00 - $230,000.00 USD annually
- USA, NJ, Jersey City: $187,000.00 - $252,900.00 USD annually
- USA, NY, New York: $187,000.00 - $252,900.00 USD annually
- USA, TX, Austin: $170,000.00 - $230,000.00 USD annually
- USA, TX, Dallas: $170,000.00 - $230,000.00 USD annually
- USA, VA, Arlington: $170,000.00 - $230,000.00 USD annually
- USA, VA, Herndon: $170,000.00 - $230,000.00 USD annually
- USA, WA, Seattle: $170,000.00 - $230,000.00 USD annually
Benefits
Amazon offers a comprehensive benefits package including:
- Health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance, and options for supplemental life plans).
- Employee Assistance Program (EAP), Mental Health Support, 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.