Strategic Customer Engagements Deal Structurer
3 weeks ago
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 with 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 in both Singapore and Korea market 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.
Key job responsibilities
- Act as trusted advisor and thought leader in the development of the commercial deal structure.
- Partner the Deal Lead in the execution of the sales cycle (strategy, structuring, negotiation, and closure) for strategic, complex, or highly competitive opportunities with C-suite customers.
- Consult with and influence internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming goal achievement.
- Facilitate alignment and effective communication within the AWS sales/partner team and external key partners/customers 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.
Basic qualifications
- Fluent in English and Korean as the role requires direct interaction with Korean customers in Singapore and Korea
- Advanced degree or equivalent relevant experience in Cloud, Software technology industry
- Direct field experience in working on mega deals 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
Negotiation
Customer Negotiations
Sales
Business Negotiation
Analytical Skills
Purchasing
Strategy
Cloud Services
Excel
Pricing
Conflict
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