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 focuses on the Americas, is highly partner and customer-facing, and involves close collaboration with Amazon customers, partners, the AWS 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 a track record of developing Go-To-Market (GTM) strategic collaborations. You will engage at the C-suite level and act as a trusted advisor throughout the deal cycle: Strategy, Structuring, Negotiations, and Closure.

Responsibilities

• Act as a trusted advisor and thought leader in the development 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 to 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 the sales team and with internal/external key partners/customers, promptly resolving 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) as needed.

A day in the life

The Strategic Customer Engagements (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, 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, drive 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 & Manufacturing, and Public Sector, as well as customer sizes ranging 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.

Qualifications

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 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.

Pay

The base salary range for this position varies by location:

• USA, CA, San Francisco: $187,000 - $252,900 USD annually
• USA, CO, Denver: $170,000 - $230,000 USD annually
• USA, GA, Atlanta: $170,000 - $230,000 USD annually
• USA, IL, Chicago: $170,000 - $230,000 USD annually
• USA, MN, Minneapolis: $170,000 - $230,000 USD annually
• USA, NC, Charlotte: $170,000 - $230,000 USD annually
• USA, NY, New York: $187,000 - $252,900 USD annually
• USA, TX, Dallas: $170,000 - $230,000 USD annually
• USA, VA, Arlington: $170,000 - $230,000 USD annually
• USA, WA, Seattle: $170,000 - $230,000 USD annually

Your Amazon package will also include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on experience, qualifications, and location.