Strategic Customer Engagements Deal Lead
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.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, and to establish AWS as their key cloud technology provider.As a member of SCE, you will be responsible for managing the end to end Deal Cycle for strategic, large, complex or highly competitive deals. You 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 responsibilitiesLead negotiations and customer closure for strategic, large, complex or highly competitive deals.Develop and shape the overall deal strategy and structure to meet customer business outcome and goals.Contribute to developing AWS's value proposition and solutions.Drive revenue growth and Cloud adoption.Closely collaborate with key stakeholders across the organization for EMEA regional sales teams, and related regional and global stakeholders (Service Teams, Finance, Legal, etc.).Act as a trusted advisor in the development of the commercial strategy of deals with AWS Field Sales Executives.Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes.Develop strategies for pricing and discounts; effectively communicate and identify deal blockers.Lead or support presentation of deal proposals to Customers.
Minimum Qualifications12 + 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.12+ 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.Bachelor degree in Business, Economics, Technology or Finance (or equivalent work experience).
Preferred QualificationsAdvanced degree.Understanding of the technology ecosystem.Fluency in German required; multilingual a plus.
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