Strategic Customer Engagements Deal Leader, GCR, GDSP
DESCRIPTION
Amazon Web Services (AWS) is seeking a member for the Strategic Customer Engagements (SCE) team. This is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS (China, Hongkong and Taiwan), and to establish AWS as their key cloud technology provider.
As a member of SCE, you will be responsible for managing a team that leads the end to end Deal Cycle for strategic, large, complex or highly competitive deals. Your team will focus on earning trust with customers by creating actionable strategies, developing and shaping opportunities, and leading deal engagements through negotiations and closure. This highly visible role will own alignment 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. You will work collaboratively to drive results by partnering with AWS customers, AWS field sales executives, and other internal stakeholders to empower our customers to evolve, address challenges, and to create innovative solutions.
Key job responsibilities
• Lead, build, and develop a team that leads and manages large, competitive, strategic deals.
• Proactively engage in career development and thoughtful performance management of a team
• Develop and shape the overall deal strategy and structure to meet customer business outcome and goals
• Lead negotiations and customer closure for strategic, large, complex or highly competitive deals.
• Contribute to developing AWS’s value proposition and solutions to drive revenue growth and Cloud adoption
• Develop strategies for pricing and discounts; effectively communicate and identify deal blockers
• For key deals and escalations, take a leadership role in developing the winning strategy, coaching the field team, and managing the SCE Deal team
• Act as a trusted advisor in the development of the commercial strategy of deals with AWS Field Sales Executives: partner in the execution of the sales cycle for strategic, complex, or highly competitive commercial opportunities
• Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes
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 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
• 8+ years of demonstrated experience leading and managing a high-performing team
• Bachelor degree in Business, Economics, Technology or Finance (or equivalent work experience)
• Business level proficiency in Chinese language as the role involves engaging with local GCR customers
PREFERRED QUALIFICATIONS
• Advanced degree or equivalent relevant experience
• Direct field experience in working with enterprise accounts
• Prior experience in building a high-performing team of leaders, each responsible for driving high growth, high impact strategy in their respective domain
• Knowledge of AWS products and services
• Excellent written and verbal communication skills
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.