SCE Deal Lead India SCE APJ

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 (APJ) and to establish AWS as their key cloud technology provider.

Strategic Customer Engagements (SCE) is seeking an individual for the Deal Team to support the rapid growth of the AWS APAC business. You will be specifically responsible for working with our customers on commercial private pricing opportunities to meet their desired business outcomes while ensuring alignment with AWS business objectives. You will be involved in the critical phases of the Deal Cycle (Strategy Structuring Negotiations and Closure). The ideal candidate will have customer facing experience be a proven collaborator across internal and external stakeholders and be a high business judgment individual.

Opportunity Strategy: Partner with broader internal team and work with the customer to help set objectives analyze key data and ensure executive alignment on the strategy for the opportunity. The individual will be able to provide advice on the competitive situation and create an actionable strategy to meet the outcomes desired by our customers and our business.

Commercial Structure: Understanding the desired business objectives and creating a competitive commercial deal structure that maximizes the value of the opportunity. This includes analysis of the historical purchasing patterns by the customer and understanding of AWS programs that can support achieving customers business outcomes.

Negotiations: Experience with customer negotiations focused on the commercial aspects of the deal and associated contractual business terms.

Closure: Will be able to bring the commercial deal to contractual closure including briefing senior management and managing and coordinating all of the internal and customer stakeholders



Key job responsibilities
Lead 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 AWSs value proposition and solutions
Drive revenue growth and Cloud adoption
Closely collaborate with key stakeholders across the organization for APJ regional public sector 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: partner in the 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
Develop strategies for pricing and discounts; effectively communicate and identify deal blockers
Lead or support presentation of deal proposals to Customers

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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.

Why AWS
Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats 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 its in our nature to learn and be curious. Our employeeled 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
Were continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll find endless knowledgesharing mentorship and other careeradvancing resources here to help you develop into a betterrounded professional.

Work/Life Balance
We value worklife 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 theres nothing we cant achieve in the cloud.

At least 10 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
8 years experience working with presenting to and negotiating with Clevel 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)

Advanced degree or equivalent relevant experience
Knowledge of AWS products and services
Excellent written and verbal communication skills
Fluent English required other languages a plus

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 for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.