SCE Deal Lead, Strategic Customer Engagements Public Sector

About the role

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 involves managing the end to end Deal Cycle for strategic, large, complex or highly competitive deals.

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 (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

Qualifications

• 10+ years of supporting and leading cross-functional deal teams experience
• 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
• Bachelor degree in Business, Economics, Technology or Finance (or equivalent work experience)

Preferred Qualifications

• Advanced degree or equivalent relevant experience
• Direct field experience with enterprise accounts
• Knowledge of AWS products and services
• Strong written and verbal presentation skills with the ability to articulate complex concepts to cross functional audiences