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 highly visible role will own engagement with customer C-level executives, IT teams, and multiple lines of business to achieve business outcomes, increase AWS service adoption, and enable private pricing, go-to-market, pan-Amazon, and other strategic relationships. You will collaborate with AWS customers, field sales executives, and internal stakeholders to empower customers to evolve, address challenges, and create innovative solutions.

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 with key stakeholders across regional sales teams (Americas/EMEA/APJ) and related regional 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

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

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 strive for flexibility as part of our working culture to support work-life harmony. We foster a culture of inclusion through employee-led affinity groups and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. We offer mentorship and career growth 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 - $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 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), 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.