SCE – Deal Lead, Startups

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 is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS (Americas/EMEA/APJ), and establish AWS as their key cloud technology provider. These opportunities range across industry verticals, such as Financial Services, Telecommunications, Media & Entertainment, Energy, Healthcare Life Sciences, Automotive and Manufacturing, and Public Sector, and customer size (from start-ups to enterprise customers). These engagements may also involve Pan-Amazon and AWS go-to-market opportunities involving 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 GenAI 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 (Americas/EMEA/APJ) 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) from opportunity through closure
• 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

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

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.

Benefits

• Health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans)
• Employee Assistance Program (EAP) and Mental Health Support
• Medical Advice Line
• Flexible Spending Accounts
• Adoption and Surrogacy Reimbursement coverage
• 401(k) matching
• Paid time off
• Parental leave

Learn more about our benefits at amazon.jobs/en/benefits.