SCE – Deal Specialist – Strategic Negotiations, SCE, APJ
DESCRIPTION
Amazon Web Services (AWS) is seeking a Principal Deal Negotiator for the Strategic Customer Engagements (SCE) team. 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.
This is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS though APJ, and to establish AWS as our customer’s 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 requiring close partnership between the SCE global deal team and other Amazon and AWS stakeholders.
As a SCE Principal Deal Negotiator, you will negotiate Private Pricing Agreements (PPAs), develop deal negotiation strategies to grow AWS’s business, analyze and develop deal terms, review and simplify complex scenarios, and craft elegant deal solutions. You will work with customers and internal stakeholders to define and communicate streamlined deal workflows, build consensus, and close commercial transactions. In this customer facing role, you engage with C-level executives, IT teams, and multiple lines of business to achieve business outcomes, increase the adoption of AWS services, and to enable private pricing, go-to-market, pan-Amazon, and other strategic relationships.
Key job responsibilities
* Develop overall deal negotiation strategies and negotiate PPAs
* Execute deal and competitive structures: maximize the value of opportunities consistent with AWS objectives and requirements.
* Advise and provide thought leadership on the execution of competitive commercial, channel, and partner deal opportunities.
* Provide expertise on deal structuring and advise key stakeholders on the impact of deal terms: provide creative solutions to the customer, the AWS sales field, and leadership.
* Engage directly with the customer on commercial and contractual terms.
* Close commercial transactions: brief senior management and coordinate internal and customer stakeholders.
* Facilitate alignment and effective AWS communication. Inspire and influence internal stakeholders, experts, and other indirect resources to remove obstacles, resolve conflict for productive engagements.
About the team
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.
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.
BASIC QUALIFICATIONS
* 15+ years demonstrated success working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through closure
* 15+ years of experience 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
* Proven legal expertise on large and complex IT commercial deal terms
* Bachelor degree in Law, Business, Economics or Finance (or equivalent work experience)
PREFERRED QUALIFICATIONS
* J.D. or other legal qualification preferred
* Commercial contract experience within IT/software services
* Knowledge of the Cloud market and AWS
* Fluency in English required: multilingual a plus
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer, and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, disability, age, or other legally protected attributes.