Strategic Customer Engagements, Deal Team - Specialized

About the role

The Strategic Customer Engagements (SCE) team within AWS Global Deal Strategy and Programs (GDSP) drives cloud adoption and business growth through innovative pricing strategies. SCE specializes in engaging with commercial and public sector customers on deal strategy, structuring, and negotiations, focusing on transformative, strategic, large, complex, and/or highly competitive opportunities.

Responsibilities

• Partner in the execution of the deal sales cycle for strategic commercial opportunities.
• Partner closely with AWS Service teams to understand services and pricing, creating frameworks that impact customer outcomes.
• Inspire and influence key internal stakeholders, experts, and other indirect resources to remove barriers and achieve desired business outcomes.
• Advise and construct commercial deal terms, understanding the competitive landscape and providing deal guidance.
• Facilitate alignment and effective AWS communication with internal and external stakeholders to resolve conflict and encourage productive interactions.
• Cultivate best practices through analysis and reporting in support of continuous improvements.

Requirements

• Experience formulating competitive financial models (e.g., cash flow, NPV, deal comparisons, etc.) to use as comparative tools to grow opportunities.
• Experience working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure.

Qualifications

• 3+ years financial modeling.
• 7+ years demonstrated success working with customers on the structuring of substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through closure.

Preferred Qualifications

• Direct field experience in working with enterprise or commercial accounts.

Benefits

• Comprehensive benefits including medical, dental, vision, prescription, life insurance, AD&D, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off.
• Parental leave.