GenAI Deal Lead for Strategic Customer Engagements SCE SCE

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Amazon Web Services (AWS) is seeking a GenAI Deal Lead for the Strategic Customer Engagements (SCE) team. This is a unique opportunity to drive strategic collaborations with Generative AI startups and innovative technology companies working directly with founders and executives to establish AWS as their foundational cloud technology provider and accelerate their growth journey.

As a GenAI Deal Lead in SCE you will be responsible for managing the endtoend Deal Cycle for strategic large and complex deals specifically focused on the Generative AI startup ecosystem. You will build trusted relationships with startup founders and their executive teams creating actionable strategies developing opportunities and leading deal engagements through negotiations and closure. This highly visible role requires deep engagement with startup founders Clevel executives and technical leaders to achieve business outcomes increase AWS adoption and enable strategic relationships that drive mutual growth. You will work collaboratively to understand startupspecific challenges and opportunities partnering with AWS field sales executives and other internal stakeholders to empower these innovative companies to scale and succeed

Key job responsibilities
Lead complex negotiations and deal closure with Generative AI startups and innovative technology companies.
Develop deal strategies and structures tailored to startup growth trajectories and business objectives.
Work directly with founders and startup executives to understand their technical requirements business challenges and growth ambitions.
Drive revenue growth through strategic partnerships with emerging AI companies.
Act as a trusted advisor to both startups and internal AWS teams in developing commercial strategies.
Navigate and align multiple stakeholders across AWS to create founderfriendly deal structures.
Develop flexible pricing and discount strategies that accommodate startup scaling needs.
Lead strategic deal presentations to startup founders and investors.

This role requires an individual who can effectively navigate both the technical complexities of Generative AI and the unique business dynamics of the startup ecosystem while driving meaningful partnerships that create value for both AWS and emerging AI companies.

About the team
Diverse Experiences
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Strong experience in a sales environment working with teams on structuring of strategic complex opportunities and/or customer facing in a solutionoriented capacity Experience working with presenting to and negotiating with Clevel executives IT lines of business procurement finance and legal. Proven track record in leading complex technology deals particularly with startups and highgrowth companies. Strong experience working directly with founders and Clevel executives in the technology sector. Experience in structuring deals that align with startup funding cycles and growth trajectories. Fluent English other languages a plus

Advanced degree or equivalent relevant experience Knowledge of AWS products and services Deep understanding of the Generative AI landscape including current trends technologies and market dynamics. Previous experience in the startup ecosystem either as a founder investor or in a business development role. Understanding of startup funding mechanisms and venture capital dynamics. Track record of closing deals with AI/ML focused companies.

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