Strategic Customer Engagements Deal Lead, Public Sector - AMER

Amazon Web Services (AWS) is seeking a member for the Strategic Customer Engagements (SCE) Public Sector team. This is a unique opportunity to engage with AWS public sector customers on strategic opportunities increase the growth of AWS (Americas Public Sector) and to establish AWS as their key cloud technology provider.

As a member of SCE you will be responsible for end to end Deal Cycle leadership 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 businesses 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.

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.

Deal Structure: Understanding the desired business objectives and creating a competitive 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 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 North America 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 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
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.

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 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 & 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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home theres nothing we cant achieve in the cloud.

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
10 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 or equivalent relevant experience
Direct field experience in working with enterprise accounts
Knowledge of AWS products and services
Excellent written and verbal communication skills
Fluent English required other languages a plus


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

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 $153000/year in our lowest geographic market up to $252900/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.