Senior Deal Specialist - ITO Pursuits, Enterprise Transformation Job ID: 2811931 | Amazon Web Services Australia Pty Ltd
We are seeking a Strategic Deal Specialist within the Enterprise Transformation (ET) team in the AWS Partner Organization. The Enterprise Transformation team focuses on engaging in strategic pursuits with AWS partners, using innovative and disruptive business models to create multi-year deals that drive substantial value for our customers, partners, and AWS.
As a Strategic Deal Specialist, you own pursuit strategy and end-to-end solutioning for $1B+ strategic partnership pursuits in the IT Outsourcing domain, working with Strategic Systems Integrators. End-to-end solutioning covers executive engagement, building overall win/win value proposition, ownership of commercial, technical, and contractual problem-solving through deal execution, change management, and M&A/divestiture if applicable. This role will be supported by specialists for various functional areas.
You will co-lead negotiations on large pursuits along with the pursuit leader. To be successful, you will effectively engage with senior customer/partner executives including at C-level, and closely collaborate with multi-functional stakeholders across AWS, including Field Sales, Business Development, Product, Finance, Technical, Marketing, Training, Operations, and Legal.
Key job responsibilities
As a Strategic Deal Specialist, you will bring multi-disciplinary experience across business, sales, finance, and/or delivery backgrounds with a leading global consulting or systems integrator, and bring experience solutioning/architecting large strategic deals. You will bring functional proficiency in one or more of the following: pursuit strategy/orchestration, building and positioning value propositions for IT Outsourcing including transformation (business and tech) with customers, commercial deal construction (including financial business cases), contract negotiations, and navigating competitive sourcing processes with enterprise buyers. You will have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships.
This position requires travel 25% to 40% of the time, as needed.
BASIC QUALIFICATIONS - 15+ years of Enterprise sales and/or business development focused on IT Outsourcing and/or transformation (business and tech) working with large Enterprise customers and/or Global System Integrator partners.
- 7-10 years of experience with Global System Integrators owning value proposition and end-to-end solutioning of large deals ($200M - 500M+ TCV deals).
- Executive engagement experience to partner with executive leaders on closing large, technical, strategic co-development and partnership engagements.
- Functional experience with pursuit strategy/orchestration, IT Outsourcing, commercial deal construction (including financial business cases), and contract negotiations.
PREFERRED QUALIFICATIONS - Excellent writing and persuasive speaking skills.
- Masters' Degree in a technical or relevant business field.
- Influencer who has strong presentation skills and the ability to articulate complex concepts to cross-functional audiences.
- Experience building business cases for multi-million dollar investments at the C-level.
- Experience in using Cloud-led transformation as a value driver in large outsourcing deals.
- Experience negotiating deals across varying cultural norms in a truly global business.
- Understanding of digital transformation drivers and the technology ecosystems that support them.
Posted: October 22, 2024
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.
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