Strategic Customer Engagements - AMER, GDSP

About the role

The Deal Lead for the Strategic Customer Engagements (SCE) team at AWS will manage the end-to-end deal cycle for strategic, large, complex, or highly competitive opportunities, including GenAI. This role involves engaging with commercial and public sector customers on deal strategy, structuring, and negotiations through contractual closure. You will work with customers across industry verticals such as Financial Services, Telecommunications, Media & Entertainment, Energy, Healthcare Life Sciences, Automotive and Manufacturing, and Public Sector, ranging from start-ups to enterprise customers. This role requires close partnership with AWS field sales executives and other internal stakeholders, including Pan-Amazon teams.

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 to drive revenue growth and cloud adoption.
• Collaborate with key stakeholders across regional sales teams (Americas/EMEA/APJ) and global teams (Service Teams, Finance, Legal, etc.).
• Act as a trusted advisor in the development of commercial strategies 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 to remove obstacles and achieve business outcomes.
• Develop strategies for pricing and discounts; effectively communicate and identify deal blockers.
• Lead or support the presentation of deal proposals to customers.
• Engage with customer C-level executives, IT teams, and multiple lines of business to increase AWS service adoption.

Requirements

• Experience working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure.

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.

About the team

The Global Deal Strategy and Programs (GDSP) team at AWS drives cloud adoption and business growth through innovative pricing strategies. The team comprises two specialized groups: Strategic Customer Engagements (SCE), which guides transformative deals with industry leaders, and Private Pricing Programs & Experiences, which scales and optimizes pricing solutions. This role offers the opportunity to develop deep expertise in cloud economics, strategic thinking, and direct impact on AWS's market leadership while working with cutting-edge technologies and global clients.

Amazon values diverse experiences and encourages candidates from non-traditional backgrounds to apply. We foster an inclusive culture that embraces learning and curiosity, supported by employee-led affinity groups and ongoing events like Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity).

Benefits

• Comprehensive health insurance (medical, dental, vision, prescription, Basic Life & AD&D, with options for 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.
• Sign-on payments, restricted stock units (RSUs), and sales incentives.

Pay

• USA, CA, San Diego: $142,800.00 - $193,200.00 USD annually
• USA, CA, San Francisco: $157,100.00 - $212,600.00 USD annually
• USA, GA, Atlanta: $142,800.00 - $193,200.00 USD annually
• USA, MA, Boston: $142,800.00 - $193,200.00 USD annually
• USA, NY, New York: $157,100.00 - $212,600.00 USD annually
• USA, TN, Nashville: $128,600.00 - $173,900.00 USD annually
• USA, TX, Austin: $142,800.00 - $193,200.00 USD annually
• USA, TX, Dallas: $142,800.00 - $193,200.00 USD annually
• USA, VA, Herndon: $142,800.00 - $193,200.00 USD annually
• USA, WA, Seattle: $142,800.00 - $193,200.00 USD annually