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, increasing AWS growth (Americas/EMEA/APJ), and establishing 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 stakeholders (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 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.
- Engage with customer C-level executives, IT teams, and multiple lines of business to achieve business outcomes and increase AWS service adoption.
Requirements
Basic Qualifications
- 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 GDSP team values diverse experiences and encourages candidates from non-traditional career paths to apply. The team fosters an inclusive culture, offering mentorship, career growth resources, and ongoing learning experiences such as Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences.
At AWS, work-life balance is prioritized, with flexibility integrated into the working culture to support employees both professionally and personally.
Pay
The base salary range for this position varies by location:
- USA, CA, San Diego: $142,800 - $193,200 USD annually
- USA, CA, San Francisco: $157,100 - $212,600 USD annually
- USA, GA, Atlanta: $142,800 - $193,200 USD annually
- USA, MA, Boston: $142,800 - $193,200 USD annually
- USA, NY, New York: $157,100 - $212,600 USD annually
- USA, TN, Nashville: $128,600 - $173,900 USD annually
- USA, TX, Austin: $142,800 - $193,200 USD annually
- USA, TX, Dallas: $142,800 - $193,200 USD annually
- USA, VA, Herndon: $142,800 - $193,200 USD annually
- USA, WA, Seattle: $142,800 - $193,200 USD annually
Your compensation package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on experience, qualifications, and location.
Benefits
- Comprehensive health insurance (medical, dental, vision, prescription, Basic Life & AD&D, with options for supplemental life plans).
- Employee Assistance Program (EAP), Mental Health Support, and Medical Advice Line.
- 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.