Sr. Manager - Strategic Customer Engagements, Americas, DL - Public Sector - US

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 Public Sector and to establish AWS as their key cloud technology provider.

As a member of SCE you will be responsible for managing a team to lead 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 responsibilities
Lead negotiations and customer closure for strategic large complex or highly competitive deals.
Lead build and retain a team of industry experts Build a high-performing team of leaders each responsible for driving high growth high impact strategy in their respective domain
Proactively engage in career development and thoughtful performance management of a team
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 Public Sector 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 Public Sector 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
For key deals and escalations take a leadership role in developing the winning strategy coaching the field team and managing the SCE deal team.
Act as a trusted advisor to regional leadership to support AWSs strategy.
Contribute to developing AWSs value proposition and solutions.
Drive revenue growth and Cloud adoption.
Closely collaborate with key stakeholders across the organization including regional sales teams and related regional and global stakeholders (Service Teams Finance Legal etc.).

About the team

At AWS the Global Deal Strategy and Programs (GDSP) team drives cloud adoption and business growth through innovative pricing strategies. The organization comprises two specialized teams: Strategic Customer Engagements which guide ** transformative deals with industry leaders and Private Pricing Programs & Experiences which scales and optimizes pricing solutions across our diverse customer base. Within GDSP you will develop deep expertise in cloud economics hone your strategic thinking and directly impact AWSs market leadership while working with cutting-edge technologies and global clients

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.

Mentorship & 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.

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.

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.

12 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 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
5 years of demonstrated experience leading and managing a high-performing team
Bachelor degree in Business Economics Technology or Finance (or equivalent work experience)

Advanced degree
Understanding of the technology ecosystem


Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees supervisors and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees supervisors and staff to ensure exceptional customer service; and follow all federal state and local laws and Company policies. Criminal history may have a direct adverse and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above as well as the abilities to adhere to company policies exercise sound judgment effectively manage stress and work safely and respectfully with others exhibit trustworthiness and professionalism and safeguard business operations and the Companys reputation. Pursuant to the Los Angeles County Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.

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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $168300/year in our lowest geographic market up to $278200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge skills and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered equity sign-on payments and other forms of compensation may be provided as part of a total compensation package in addition to a full range of medical financial and/or other benefits. For more information please visit This position will remain posted until filled. Applicants should apply via our internal or external career site.