Strategic Customer Engagements - AMER, GDSP
About the role
At AWS, the Global Deal Strategy and Programs (GDSP) team drives cloud adoption and business growth through innovative pricing strategies. The organization comprises two specialized teams: Strategic Customer Engagements, which guides transformative deals with industry leaders, and Private Pricing Programs & Experiences, which scales and optimizes pricing solutions across our diverse customer base.
As a Deal Lead for the Strategic Customer Engagements (SCE) team, you will manage the end-to-end deal cycle for strategic, large, complex, or highly competitive opportunities such as GenAI. This role involves engaging with AWS customers on strategic opportunities to increase AWS growth (Americas/EMEA/APJ) and establish AWS as their key cloud technology provider. You will work across industry verticals including Financial Services, Telecommunications, Media & Entertainment, Energy, Healthcare Life Sciences, Automotive and Manufacturing, and Public Sector, with customers ranging from start-ups to enterprise.
This role requires close partnership with AWS field sales executives and other internal stakeholders, including Pan-Amazon and AWS go-to-market teams, to drive business outcomes and cloud adoption.
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, partnering in the execution of the sales cycle for strategic opportunities.
- Inspire, influence, and facilitate alignment with internal stakeholders and experts 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.
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
Amazon values diverse experiences and encourages candidates to apply even if they do not meet all preferred qualifications. The team fosters a culture of inclusion, with employee-led affinity groups and ongoing learning experiences such as Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences.
AWS is committed to mentorship and career growth, offering resources to help employees develop into well-rounded professionals. The team strives to maintain work-life harmony, supporting flexibility to balance professional and personal life.
Pay
The base salary range for this position varies by location:
- 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
Your Amazon package includes sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation is determined based on experience, qualifications, and location.
Benefits
- Comprehensive health insurance (medical, dental, vision, prescription, Basic Life & AD&D, and optional 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.
Learn more about our benefits at amazon.jobs/en/benefits.