Strategic Customer Engagements, Gtm Deal Lead, Apj, Gdsp

DESCRIPTION

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 innovative 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?

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.

Key job 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 both internal and external customers.
- 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.
- 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.

A day in the life
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.

About the team
Diverse Experiences

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.

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.

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