Strategic Customer Engagements, EMEA GTM Deal Lead, GDSP

About the role

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 (EMEA), 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.

As a SCE Deal Lead, you will be responsible for managing the end-to-end deal cycle for strategic, large, complex, or highly competitive deals. You will focus on earning trust with customers by creating actionable strategies, developing and shaping opportunities, and leading deal engagements through negotiations and closure. This highly visible role will own engagement with customer C-level executives, IT teams, and multiple lines of business to achieve business outcomes, increase the adoption of AWS services, and enable private pricing, go-to-market, pan-Amazon, and other strategic relationships.

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 outcome and goals
• Contribute to developing AWS's value proposition and solutions
• Drive revenue growth and cloud adoption
• Closely collaborate with key stakeholders across the organization, EMEA regional sales teams, 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 not under direct control to remove obstacles and achieve desired business outcomes
• Develop strategies for pricing and discounts; effectively communicate and identify deal blockers
• Lead or support 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
• 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
• Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or related field

Preferred Qualifications

• Advanced degree in engineering or equivalent
• Knowledge of AWS services
• Direct field experience with enterprise accounts

Company: AWS EMEA SARL (Israel Branch)