Director of Strategic Customer Engagements, Public Sector, Global Deal Strategy and Programs (GDSP)

Amazon • Herndon, VA

6d • Onsite

About The Position

This is an executive leadership role that requires both leading through leaders and teams alongside managing customer escalations and engaging frequently at executive level both internally across AWS and externally with government bodies. The successful candidate will have led large and complex sales organizations, built and scaled high-performing teams, be familiar with business operations best practices, hold strong networks across all aspects of Government, and understand the nuances of Public Sector business. The AWS Strategic Customer Engagements ("SCE") is a specialized global deal team that works closely with the field and engages with Customers on deal strategy, structuring, and negotiations through contractual closure for transformational, strategic, large, complex, and/or highly competitive opportunities.

Requirements

• Bachelor's degree or equivalent (8+ years of professional experience in lieu of degree)
• 10+ years experience in Public Sector business development, sales, or deal management, including work with U.S. federal, state, or local government entities
• 7+ years experience in people management, including leading managers and building multi-layered teams
• 5+ years experience negotiating and closing large-scale, complex technology or cloud services agreements
• Experience working with cross-functional teams including sales, finance, legal, and technical stakeholders

Nice To Haves

• Possess strong sales background to enable them to drive large scale / high level engagements as well as technical understanding to easily interact with software developers and architects.
• Experience leading international deal teams across multiple countries and government markets
• Strong experience in developing complex solutions with C-suite customers and internal stakeholders.
• Familiarity with government procurement processes, compliance frameworks, and security requirements (e.g., FedRAMP, ITAR, government security clearances)
• Understanding the technology ecosystem.
• Deep knowledge of Cloud/Database/Scalable Object Storage.
• Extensive experience leading and influencing cross-functional deal teams.

Responsibilities

• Lead and guide globally the SCE deal team to develop and shape the opportunity deal strategy and structure, and drive the negotiations and customer closure for strategic, large, complex or highly competitive Public Sector deals.
• For key deal pursuits and escalations, take a leadership role in developing the winning strategy, coaching the field team, and managing the SCE deal team.
• Act as a trusted advisor to leadership to support AWS's strategy across Public Sector.
• Contribute to developing AWS's value proposition and solutions.
• Drive revenue growth and Cloud adoption.
• Lead a high-performing Public Sector team
• Closely collaborate with key stakeholders across the organization, including sales teams, and related regional and global stakeholders (Service Teams, Finance, Legal, etc.).
• Interface and build deep relationships with external customers at the executive CxO level, demonstrating a deep understanding of the public sector with a Customer Obsessed approach

Benefits

• 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
• parental leave
• sign-on payments
• restricted stock units (RSUs)
• sales incentives

What This Job Offers

• Job Type: Full-time
• Career Level: Executive