Strategic Customer Engagements ACDC Deal Lead

Amazon Web Services (AWS) is seeking a Deal Lead for the Strategic Customer Engagements (SCE) team to help our customers accelerate out of their datacenters.

SCE is a specialized global deal team that engages with commercial and public sector customers on deal strategy structuring and negotiations through contractual closure for transformational strategic large complex and/or highly competitive opportunities. AWS is focusing on bringing even more of our innovative products and services to a wider array of customers faster than ever. To accomplish this goal SCE is working with our customers to evaluate how we can accelerate moving Customers workloads faster to the AWS cloud (i.e. Accelerate to the Cloud from your Data Center (ACDC)).

This is a unique opportunity to engage with AWS customers on strategic opportunities increase the growth of AWS (Americas/EMEA/APJ) and to establish AWS as their key cloud technology provider. These opportunities range across industry verticals such as Financial Services Telecommunications Media & Entertainment Energy Healthcare Life Sciences Automotive and Manufacturing and Public Sector and customer size (from start-ups to enterprise customers). These engagements may also involve Pan-Amazon and AWS go-to-market opportunities involving close partnership between the SCE global deal team and other Amazon and AWS stakeholders.

As a SCE ACDC Deal Lead you will be responsible for developing the end-to-end holistic project strategy including the implementation modernization and value proposition to accelerate the customers AWS cloud adoption and building a compelling business case for the Customers C-Suite. In addition 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 engagement with customer 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 AWS Partners and other internal stakeholders to empower our customers to evolve address challenges and to create innovative solutions.


Key job responsibilities
Lead negotiations and customer closure for strategic large complex or highly competitive deals
Develop the optimum implementation strategy for the customers to accelerate move to the cloud and this cover a 360 view of the project including but not limited to: 1) identify with the ProServe or partner team the optimal migration project balancing the re-platforming modernization and refactoring needs 2) identify a mitigation plan for other direct or indirect blockers (e.g. internal team skillsets and training assets or other contractual dependencies) and 3) identify the drivers to improve the holistic business case for the customer enabling a faster move to the cloud.
Develop and shape the overall deal strategy and structure to meet customer business outcome and goals
Qualify and shape the customer business case to ensure viable deal commercials for all stakeholders
Contribute to developing AWSs value proposition and solutions
Drive revenue growth and Cloud adoption
Closely collaborate with key stakeholders across the organization for (Americas/EMEA/APJ) 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: partner in the execution 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
Amazon values diverse experiences. Even if you do not meet all of the preferred 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.

Work/Life Balance
We value work-life 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.

Inclusive Team Culture
Here at AWS its in our nature to learn and be curious. Our employee-led 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 (gender diversity) conferences inspire us to never stop embracing our uniqueness.

Mentorship and Career Growth
Were continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll find endless knowledge-sharing mentorship and other career-advancing resources here to help you develop into a better-rounded professional.


Several 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
Several 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)

Advanced degree
Understanding of the technology ecosystem


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