Principal Business Desk Mgr

BA/BS degree equivalent experience
- 10+ years of experience working as business desk/deal desk/licensing specialist/sales operations
- Experience leading strategic complex technology negotiations in a business role
- Manage deal opportunity through closure, experience working/presenting/negotiating with C-level executive on a regular basis
- Global SI, ISV, channel partner experience with expertise in a public sector.
- Fluency in English and other APJ languages
- Excellent writing skills in English
- Proficiency in Excel Modeling and working with reporting tools
- Strong analytical, communication, and presentation skills and the ability to articulate complex concepts to customers, partners, and internal cross-functional teams

Job summary
Do you have a knack for analyzing business deals and developing commercial terms that represent a win-win outcome for all parties? Can you distill complex scenarios and simplify them to the essentials, and craft elegant terms that are easy to understand and apply? Have you developed teams? Do you love to analyze data, and drive simplification and strategic initiatives? Are you great at collaborating with multiple functions and stakeholders to build alignment around approaches? If the answer is yes to all, this might be the perfect role for you

Key job responsibilities
- Serve as a player/coach of the worldwide public sector business to negotiate and assist in closing deals, and increase deal velocity for custom pricing. Dotted line influence is a requirement.
- Develop best practices through analysis and reporting in support of continuous improvement.
- Working directly with customers, field teams, leaders, services/support teams, and AWS leadership teams - provide leadership, identify customer blockers/enablers, and close issues.
- Understand the business and technical requirements of customers, and work closely with internal teams to craft appropriate deal terms and remove obstacles/friction.
- Assist with complex contract negotiations and manage internal deal review processes. Including collaborating with internal teams such as Legal, Finance, Partner, Capture, Proposal, Operations, Service teams, and etc.
- Analyze trends, formulate projections, create financial models, evaluate alternatives, and provide recommendations to drive deal closure.
- Building new/improve existing data reporting and processes. Report on monthly, quarterly and annual pipeline metrics and business forecasts inclusive of Run Rate, Opportunity and Contractual elements.
- Facilitate alignment and effective AWS communication within sales team and internal/external key partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction.
- Train and work closely with local field teams to ensure awareness of the program and related processes.
- Trusted advisor and thought leader in the development of deal structure. Partner with the execution of the sales cycle (strategy, structuring, negotiation, and closure) for strategic, complex, or highly competitive opportunities.
- Improve existing constructs, processes, and pricing programs.
- Provide leadership team with deal insights/analytics, metrics-based reporting, and ad-hoc reporting.
- Advanced degree or relevant experience
- Knowledge of WW public sector
- Experience with cloud computing or related field
- Adept in a fast-paced environment, and able to navigate multiple ongoing priorities and ambiguities
- Experience working with product or service team
- Successful track record of driving adoption of new and disruptive technologies