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 clients. These engagements may also involve Pan-Amazon and AWS go-to-market opportunities, requiring close partnership with 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 to drive revenue growth and cloud adoption.
• Collaborate closely 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 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 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.

About the team

Amazon values diverse experiences. The SCE team 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 opportunities.

Why AWS

• Diverse Experiences: We encourage candidates from all backgrounds to apply, even if you do not meet all preferred qualifications.
• Work/Life Balance: We value work-life harmony and strive for flexibility as part of our working culture.
• Inclusive Team Culture: Employee-led affinity groups foster a culture of inclusion, with ongoing events and learning experiences like Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity).
• Mentorship and Career Growth: Access to knowledge-sharing, mentorship, and career-advancing resources to help you develop into a better-rounded professional.

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 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 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.

Learn more about our benefits at amazon.jobs/en/benefits.