Strategic Customer Engagements, Deal Team - Specialized
DESCRIPTION
As a member of the Deal Team for Strategic Customer Engagements (SCE), you will engage with our customers on strategic opportunities to increase the growth of the AWS Americas business and establish AWS as their key technology provider. 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.
Do you look around corners for ways to engage and service customers? Are you passionate about using technology to solve business problems that have big customer impact?
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 develop productive interactions
• Cultivate best practices through analysis and reporting in support of continuous improvements
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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
BASIC QUALIFICATIONS
• Fluency in English, Portuguese, and Spanish
• 10+ 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
• 10+ 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)
PREFERRED QUALIFICATIONS
· Advanced degree or equivalent relevant experience
· Direct field experience or knowledge of AWS products and services , including pricing and technical knowledge is a plus;
· Excellent written and verbal communication skills
· Demonstrated success in building and presenting technology use cases, ideally in AWS products and
· Strong analytical and presentation skills and the ability to articulate concepts to cross-functional audiences.
· Understands competitive landscape and provides deal guidance accordingly.
· Cultivates best practices through analysis and reporting in support of continuous improvement.
· Working with key internal stakeholders (e.g. operations, legal, etc.) as necessary.