Strategic Customer Engagements, GTM Deal Lead, Strategic Customer Engagements (SCE)
DESCRIPTION
Do you have an aptitude for analyzing opportunities and creating innovative business deals? Can you take complex scenarios and simplify them down to the essentials while building consensus across broad stakeholder groups?
Strategic Customer Engagements (SCE) is seeking a Senior Deal Lead to drive engagement and manage the various critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure) for Strategic Collaborations. This role has Americas responsibility, is highly partner and customer facing, and will work closely with Amazon customers, partners, Partner Network (APN) programs teams, partner segment leaders, and sales leaders. The ideal candidate will possess a deal strategist and negotiator background, technology sales and partner experience, and be a proven collaborator across multiple stakeholders including engaging at senior partner/customer levels.
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 and create an actionable strategy.
Structure: You will be able understand the business objectives and create a structure that maximizes the value of the opportunity and achieving business objectives.
Negotiations: You will be experienced with customer negotiations, including commercial aspects of the deal structure. The individual understands the impact of business terms and pricing and provide alternative solutions.
Closure: Will be able to bring to closure in partnership with the customer and partner/account team any contractual/legal matters for the deal, including assisting briefing senior management.
Key job responsibilities
• Act as trusted advisor and thought leader in the development of the strategy and execution of the GTM deal cycle (strategy, structuring, negotiation, and closure) for strategic, complex, or highly competitive partner and channel opportunities.
• Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming goals achievement.
• Facilitates 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.
• Facilitates individual growth and development of Sales management, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership.
• Ensures disciplined sales methodology application across management groups, resulting in consistent and accurately forecasted financial result
• Cultivate best practices through analysis and reporting in support of continuous improvement.
• Work with key internal stakeholders (e.g. AWS Partner Organization. operations, legal, etc.) as needed.
About the team
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.
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred 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.
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 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 and 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.
BASIC QUALIFICATIONS
• 10+ years of technology related deal team or complex sales environment experience
• 5+ years of experience in business consulting, strategic collaboration deals with technology and/or services partners
PREFERRED QUALIFICATIONS
• Advanced degree or equivalent relevant experience
• Direct field experience and knowledge of AWS products and services
• Understanding of the Global /SI business model and ISV partnerships
• Strong written and verbal presentation skills and the ability to articulate complex concepts to cross-functional audiences.
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, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $153,000/year in our lowest geographic market up to $252,900/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.