Strategic Customer Engagements, GTM Deal Lead, GDSP

Amazon.com, Inc.•Seattle, WA

69d

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. 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 (Americas/EMEA/APJ), and to 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.

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.