Strategic Customer Engagements - AMER, GDSP

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 guide transformative deals with industry leaders, and Private Pricing Programs & Experiences, which scales and optimizes pricing solutions across our diverse customer base. Within GDSP, you will develop deep expertise in cloud economics, hone your strategic thinking, and directly impact AWS's market leadership while working with cutting-edge technologies and global clients.

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 role offers a unique opportunity to engage with AWS customers on strategic opportunities, increase AWS growth (Americas/EMEA/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, and customer sizes (from start-ups to enterprise customers). Engagements may also involve Pan-Amazon and AWS go-to-market opportunities, requiring 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 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 the organization, including regional sales teams (Americas/EMEA/APJ), Service Teams, Finance, Legal, and other regional and global stakeholders.
• 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 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.

Benefits

• Comprehensive health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance, 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.
• 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

About the team

Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

At AWS, we prioritize work-life balance, striving for flexibility as part of our working culture. We foster an inclusive team culture where learning and curiosity are encouraged, and affinity groups empower employees to embrace their differences. Ongoing events and learning experiences, such as Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to celebrate uniqueness. We offer mentorship and career growth opportunities, with resources to help you develop into a well-rounded professional.