Strategic Customer Engagements, Deal Team - Specialized - Amazon : Job Details

Strategic Customer Engagements, Deal Team - Specialized

Job ID: 2830604 | Amazon Web Services, Inc.

Amazon Web Services (AWS) is seeking a Deal Structurer for the Strategic Customer Engagements (SCE) team.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 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 global deal team and other Amazon and AWS stakeholders.As a Deal Specialist, you will be involved in the critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure) and work with C-level executives, IT, and various lines of business to meet their business outcomes, increase the adoption of AWS, and enable private pricing, go-to-market, pan-Amazon, and other strategic relationships. On a daily basis, you will partner with AWS customers, AWS field sales, and other internal stakeholders to empower our customers to rapidly grow, address their challenges, and create innovative solutions. You will work with AWS Service teams on developing commercial business models that align with their goals. You will earn trust with customers by creating an actionable strategy and structure for the opportunity that meets the customer's goals.Key job responsibilities• Act as trusted advisor and thought leader in the development of commercial strategy and deals: partner in the execution of the deal sales cycle for strategic commercial opportunities.• Partner closely with AWS Service teams to understand services and pricing: create 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: understand the competitive landscape and provide 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.

• 8+ 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.• 8+ years working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, and legal and internal stakeholders for sizeable commercial/enterprise deals.• 5+ years financial modeling.• Bachelor's degree (or equivalent work experience).

• Advanced degree or equivalent relevant experience.• Demonstrated success in building and presenting technology use cases, ideally in AWS products and services.• Understands competitive landscape and provides deal guidance accordingly.• Cultivates best practices through analysis and reporting in support of continuous improvement.

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