Strategic Customer Engagements, APJ, SCE

4 weeks ago

Singapore Amazon Full time

Description

Do you have an aptitude for analyzing opportunities and creating innovative business deals? Do you enjoy working at the intersection of customers and product/service teams to develop commercial outcomes while building consensus across stakeholder groups?

Strategic Customer Engagements (SCE) is seeking a senior individual for the Deal Team to focus on commercial innovation for our newest and fastest growing cloud services. You will partner in the critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure), and be specifically responsible for helping understand and qualify the desired business outcomes for the development of the deal structure. You will consult to the internal AWS service teams on developing commercial business models that can be monetized at scale and in a way that aligns customer outcomes and service team goals. The ideal candidate will have customer facing experience and have an interest in digging into technology use cases, be a proven collaborator across multiple stakeholders, and have a business lens that enables them to distill complex scenarios down to their essentials.

Strategy: Partner with broader sales teams to set objectives, analyze key data, and ensure alignment with technology service teams. The individual will be able to provide advice on the competitive situation and create an actionable strategy.

Structure: You will be specifically responsible for designing the right deal structure for AWS services sold as standalone deals or in conjunction with a broader cross-service deal structure in a way that meets the desired business objectives, addresses competitive considerations, and maximizes the value of the opportunity. This may include analysis of the historical purchasing patterns of the customer, balancing the goals of the customer and AWS, and striking the right bargain.

Negotiations: Experience with customer negotiations focused on the commercial aspects of the deal structure. The individual understands the impact of business terms and pricing and provides alternative solutions.

Closure: Will be able to partner in bringing to contractual closure the confirmed deal structure and framework.

Sales, Marketing and Global Services (SMGS)

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

Key job responsibilities

Key responsibilities include:

  • Act as trusted advisor and thought leader in the development of the commercial deal structure. Partner with the execution of the sales cycle (strategy, structuring, negotiation, and closure) for strategic, complex, or highly competitive opportunities.

  • Inspire and influence internal stakeholders, experts and other resources not under direct control, helping to remove obstacles in order to achieve desired business outcomes.

  • Facilitate alignment and effective AWS communication within internal and external stakeholders and promptly resolve any conflict to encourage harmonious and productive interaction.

  • Cultivate best practices through analysis and reporting in support of continuous improvement.

  • Work with key internal stakeholders (e.g. operations, legal, etc.) as needed.

About the team

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

We are open to hiring candidates to work out of one of the following locations:

Singapore, SGP

Basic Qualifications

  • 10+ years’ experience in sales, product management and/or a deal team building customer impacting strategic and/or complex commercial deals

  • Strong analytical skills and the ability to articulate complex concepts to cross-functional audiences.

  • Experience working with sales teams on structuring of big, complex, and/or competitive opportunities in a technology sales environment.

  • Excellent written and verbal communication skills

Preferred Qualifications

  • Advanced degree or equivalent relevant experience

  • Direct field experience in working with large customers

  • Technical acumen to understand AWS service features and value proposition

  • Analytical skills including ability to work with large sets of data in excel

  • Successful track record of driving adoption of new and disruptive technologies

  • Experience working inside a product or service team

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