Strategic Customer Engagements, Deal Lead, GDSP

Application deadline: August 25, 2026

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.

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. This role has Americas responsibility, is highly partner and customer facing, and will work closely with Amazon customers, partners, Partner Network (APN) programs teams, partner segment leaders, and sales leaders.

The ideal candidate will possess a deal strategist and negotiator background, experience in technology sales with customers and partners, and developing Go To Market (GTM) strategic collaborations, and be a proven collaborator across multiple stakeholders including engaging at partner/customer C-suite levels.

Responsibilities

• Act as trusted advisor and thought leader in the development of the strategy and execution of the sales and ISV/GTM deal cycle (strategy, structuring, negotiation, and closure) for strategic, complex, or highly competitive partner and channel opportunities.
• Collaborate with finance and analytics teams to produce financial models, risk assessments and performance metrics that will guide each deal, ensuring data-driven decision-making and scalability.
• Dive deep into customers’ business needs and obstacles, tailoring deal structures that are mutually beneficial to all parties.
• Inspire and influence internal stakeholders, experts and other resources not under direct control, proactively removing obstacles to drive deal momentum and deliver seamless execution.
• Facilitate alignment and effective AWS communication within sales team and internal/external key partners/customers and promptly resolve any conflicts to encourage harmonious and productive interaction.
• Continuously monitor and analyze industry trends and competitive landscapes to inform deal strategy and identify high-potential opportunities.
• Ensure disciplined sales methodology application across management groups, resulting in consistent and accurately forecasted financial results.
• Cultivate best practices through analysis and reporting in support of continuous improvement.
• Work with key internal stakeholders (e.g. AWS Partner Organization, finance, operations, legal, etc.) as needed.

Key deal phases

• Strategy: Work with the Partner and Account Team to set objectives, analyze key data and ensure executive alignment and governance. Provide advice on the competitive situation, create an actionable strategy, and lead engagement with the customer.
• Structure: Distill business objectives in service of developing and executing deal structures that maximize the value of the opportunity for both customers and AWS.
• Negotiations: Lead high-stakes customer negotiations, including commercial aspects of the deal structure. Understand the impact of business terms and pricing and provide alternative solutions to ensure alignment across internal and external stakeholders.
• Closure: Bring deals to closure in partnership with the customer, partner/account team, and legal teams, including briefing senior management on contractual/legal matters.

A day in the life

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 is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS (Americas/EMEA/APJ), and establish AWS as their key cloud technology provider.

These opportunities range across industry verticals, such as Financial Services, Telecommunications, Media & Entertainment, Energy, Healthcare Life Sciences, Automotive and Manufacturing, and Public Sector, and customer size (from start-ups to enterprise customers). These engagements may also involve Pan-Amazon and AWS go-to-market opportunities involving close partnership between the SCE team and other Amazon and AWS stakeholders.

Requirements

Basic Qualifications

• Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals.

Preferred Qualifications

• 10+ years of supporting and leading cross-functional deal teams.

Benefits

Amazon offers comprehensive benefits including:

• Health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans).
• EAP, Mental Health Support, Medical Advice Line.
• Flexible Spending Accounts.
• Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off and parental leave.

Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives.

Pay

• USA, CA, San Francisco: $187,000.00 - $252,900.00 USD annually
• USA, CO, Denver: $170,000.00 - $230,000.00 USD annually
• USA, GA, Atlanta: $170,000.00 - $230,000.00 USD annually
• USA, IL, Chicago: $170,000.00 - $230,000.00 USD annually
• USA, MN, Minneapolis: $170,000.00 - $230,000.00 USD annually
• USA, NC, Charlotte: $170,000.00 - $230,000.00 USD annually
• USA, NY, New York: $187,000.00 - $252,900.00 USD annually
• USA, TX, Dallas: $170,000.00 - $230,000.00 USD annually
• USA, VA, Arlington: $170,000.00 - $230,000.00 USD annually
• USA, WA, Seattle: $170,000.00 - $230,000.00 USD annually

Final compensation will be determined based on factors including experience, qualifications, and location.