Amazon Web Services (AWS)
SCE, Americas, Strategic Customer Engagements
Amazon Web Services (AWS), Herndon, Virginia, United States, 22070
Overview
At AWS, the Global Deal Strategy and Programs (GDSP) team drives cloud adoption and business growth through innovative pricing strategies. The organization comprises two specialized teams: Strategic Customer Engagements, which guide transformative deals with industry leaders, and Private Pricing Programs & Experiences, which scales and optimizes pricing solutions across our diverse customer base. Within GDSP, you will develop deep expertise in cloud economics, hone your strategic thinking, and directly impact AWS's market leadership while working with the latest technologies and global clients. 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 such as GenAI. This is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS (Americas/EMEA/APJ), and to establish AWS as their 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). As a Deal Specialist, 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. Key job responsibilities 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 productive interactions Cultivate best practices through analysis and reporting in support of continuous improvements Basic Qualifications
8+ years’ experience in sales, product management and/or a deal team building deal structures and/or pricing strategy for complex deals Strong analytical skills and the ability to articulate complex concepts to cross-functional audiences. Experience working with sales teams on structuring of big, complex, and/or competitive opportunities in a technology sales environment. Excellent written and verbal communication skills Preferred Qualifications
Advanced degree or equivalent relevant experience Direct field experience in working with large customers Technical acumen to understand AWS service features and value proposition Analytical skills including ability to work with large sets of data in excel Successful track record of driving adoption of new and disruptive technologies Base pay range $128,600.00/yr - $212,600.00/yr Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128,600/year in our lowest geographic market up to $212,600/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. This position is eligible for variable pay via a sales compensation plan. Equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package. 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.
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At AWS, the Global Deal Strategy and Programs (GDSP) team drives cloud adoption and business growth through innovative pricing strategies. The organization comprises two specialized teams: Strategic Customer Engagements, which guide transformative deals with industry leaders, and Private Pricing Programs & Experiences, which scales and optimizes pricing solutions across our diverse customer base. Within GDSP, you will develop deep expertise in cloud economics, hone your strategic thinking, and directly impact AWS's market leadership while working with the latest technologies and global clients. 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 such as GenAI. This is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS (Americas/EMEA/APJ), and to establish AWS as their 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). As a Deal Specialist, 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. Key job responsibilities 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 productive interactions Cultivate best practices through analysis and reporting in support of continuous improvements Basic Qualifications
8+ years’ experience in sales, product management and/or a deal team building deal structures and/or pricing strategy for complex deals Strong analytical skills and the ability to articulate complex concepts to cross-functional audiences. Experience working with sales teams on structuring of big, complex, and/or competitive opportunities in a technology sales environment. Excellent written and verbal communication skills Preferred Qualifications
Advanced degree or equivalent relevant experience Direct field experience in working with large customers Technical acumen to understand AWS service features and value proposition Analytical skills including ability to work with large sets of data in excel Successful track record of driving adoption of new and disruptive technologies Base pay range $128,600.00/yr - $212,600.00/yr Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128,600/year in our lowest geographic market up to $212,600/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. This position is eligible for variable pay via a sales compensation plan. Equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package. 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.
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