Amazon Web Services (AWS)
Strategic Customer Engagements, GTM Deal Lead, GDSP
Amazon Web Services (AWS), Dallas, Texas, United States, 75215
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 cutting-edge technologies and global clients.
Responsibilities
Act as trusted advisor and thought leader in the development of the strategy and execution of the sales and GTM deal cycle (strategy, structuring, negotiation, and closure) for strategic, complex, or highly competitive partner and channel opportunities.
Collaborate with finance and analytics teams to produce financial models, risk assessments and performance metrics that will guide each deal, ensuring data-driven decision-making and scalability.
Dive Deep into customers’ business needs and obstacles, tailoring deal structures that are mutually beneficial to all parties.
Inspire and influence internal stakeholders, experts and other resources not under direct control, proactively removing obstacles to drive deal momentum and deliver seamless execution.
Facilitate alignment and effective AWS communication within sales team and internal/external key partners/customers and promptly resolve any conflicts to encourage harmonious and productive interaction.
Continuously monitor and analyze industry trends and competitive landscapes to inform deal strategy and identify high-potential opportunities.
Ensure disciplined sales methodology application across management groups, resulting in consistent and accurately forecasted financial results.
Cultivate best practices through analysis and reporting in support of continuous improvement.
Work with key internal stakeholders (e.g. AWS Partner Organization, finance, operations, legal, etc.) as needed.
Basic Qualifications
12+ years of technology related deal team or complex sales environment experience
5+ years of experience in business consulting, GTM/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
Demonstrated success in structuring, negotiating, and closing large-scale, high-impact partnership deals
Proven track record of managing and streamlining complex processes with a close attention to detail
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 an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
#J-18808-Ljbffr
Responsibilities
Act as trusted advisor and thought leader in the development of the strategy and execution of the sales and GTM deal cycle (strategy, structuring, negotiation, and closure) for strategic, complex, or highly competitive partner and channel opportunities.
Collaborate with finance and analytics teams to produce financial models, risk assessments and performance metrics that will guide each deal, ensuring data-driven decision-making and scalability.
Dive Deep into customers’ business needs and obstacles, tailoring deal structures that are mutually beneficial to all parties.
Inspire and influence internal stakeholders, experts and other resources not under direct control, proactively removing obstacles to drive deal momentum and deliver seamless execution.
Facilitate alignment and effective AWS communication within sales team and internal/external key partners/customers and promptly resolve any conflicts to encourage harmonious and productive interaction.
Continuously monitor and analyze industry trends and competitive landscapes to inform deal strategy and identify high-potential opportunities.
Ensure disciplined sales methodology application across management groups, resulting in consistent and accurately forecasted financial results.
Cultivate best practices through analysis and reporting in support of continuous improvement.
Work with key internal stakeholders (e.g. AWS Partner Organization, finance, operations, legal, etc.) as needed.
Basic Qualifications
12+ years of technology related deal team or complex sales environment experience
5+ years of experience in business consulting, GTM/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
Demonstrated success in structuring, negotiating, and closing large-scale, high-impact partnership deals
Proven track record of managing and streamlining complex processes with a close attention to detail
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 an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
#J-18808-Ljbffr