Strategic Customer Engagements, GTM Deal Lead, GDSP

Amazon • Herndon, VA

73d

About The Position

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 guide
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.

Do you have an aptitude for analyzing opportunities and creating high-impact,
innovative business deals? Can you take complex scenarios and simplify them down
to the essentials while building consensus across broad stakeholder groups?

Strategic Customer Engagements (SCE) is seeking a senior Deal Lead to drive
engagement and lead the various critical phases of the Deal Cycle (Strategy,
Structuring, Negotiations, and Closure) for Strategic Collaborations. 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, and 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.

Strategy: This individual will work with the Partner and Account Team to set
objectives, analyze key data and ensure executive alignment and governance. The
individual will be able to provide advice on the competitive situation, create
an actionable strategy, and lead engagement with the customer.

Structure: You will be able to distill business objectives in service of
developing and executing deal structures that maximize the value of the
opportunity for both customers and AWS.

Negotiations: You will be experienced with high-stakes customer negotiations,
including commercial aspects of the deal structure. The individual understands
the impact of business terms and pricing and can provide alternative solutions
to ensure alignment across internal and external stakeholders.

Closure: Will be able to bring to closure, in partnership with the customer and
partner/account team and legal teams, any contractual/legal matters for the
deal, including briefing senior management.

Requirements

• 12+ years of technology related deal team or complex sales environment experience
• 5+ years of experience in business consulting, GTM/strategic collaboration deals with technology and/or services partners

Nice To Haves

• Advanced degree or equivalent relevant experience
• Direct field experience and knowledge of AWS products and services
• Demonstrated success in structuring, negotiating, and closing large-scale, high-impact partnership deals
• Proven track record of managing and streamlining complex processes with a close attention to detail
• Understanding of the Global/SI business model and ISV partnerships
• Strong written and verbal presentation skills and the ability to articulate complex concepts to cross-functional audiences.

Responsibilities

• Act as trusted advisor and thought leader in the development of the strategy and execution of the sales and 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.

Benefits

• Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
• Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $153,000/year in our lowest geographic market up to $252,900/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits [https://www.aboutamazon.com/workplace/employee-benefits].
• Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations [https://amazon.jobs/content/en/how-we-hire/accommodations] for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed