SCE Deal Lead Japan, GDSP

Amazon Web Services (AWS) は東京を拠点とするStrategic Customer Engagements (SCE) Deal Leadを募集しています

SCEは変革的戦略的大規模複雑または競争の激しい案件においてコマーシャルセクターおよびパブリックセクターの顧客と向き合う専門性の高いグローバル営業チームです案件の初期段階から契約締結まで包括的な戦略立案案件設計および交渉を支援しますこの役割はAWSの戦略的機会に深く関与しアジア太平洋および日本APJ地域における成長を加速させ顧客から最も信頼されるクラウドテクノロジープロバイダーとしての地位を確立を目指す極めて重要な職務です対象となる業界は多岐にわたり金融サービス通信メディアエンターテインメントエネルギーヘルスケアライフサイエンス自動車製造業公共セクターなどをカバーします顧客規模もスタートアップから大企業まで幅広くAmazonおよびAWSの各部門と連携したグローバル戦略の推進も含まれます顧客のデジタルトランスフォーメーションを支援し革新的なクラウドソリューションの導入を促進することがこの役割の本質的な使命となります

顧客顧客日本市場におけるSCE Deal Leadとして戦略的大規模複雑または競争の激しい案件の全取引プロセスを統括します実行可能な戦略立案からビジネスチャンスの発掘形成交渉契約締結に至るまで顧客との信頼関係構築に最大の重点を置きます顧客のCXOレベルIT部門および事業部門と緊密に連携し具体的なビジネス成果の達成を目指しますAWSサービスの導入拡大戦略的な契約条件の提案市場開拓Amazon全体の戦略的パートナーシップの強化を通じて顧客のビジネス変革を支援します
社内の営業部門を含む多様なステイクホルダーと協働し顧客の経営課題解決と革新的なソリューション開発に積極的に取り組みます戦略的思考高度な交渉力部門横断的な調整能力を発揮し顧客中心のアプローチで具体的な成果創出を実現することが求められます

Amazon Web Services (AWS) is seeking a Deal Lead for the Strategic Customer Engagements (SCE) team in Tokyo Japan.

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 such as GenAI. This is a unique opportunity to engage with AWS customers on strategic opportunities increase the growth of AWS Asia Pacific Japan region (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 team and other Amazon and AWS stakeholders.

As a SCE Deal Lead focusing on Japan market 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 and other internal stakeholders to empower our customers to evolve address challenges and to create innovative solutions.


Key job responsibilities
主な職務責任
- 戦略的大規模複雑または競争の激しい案件の交渉と顧客獲得を主導する
- 顧客のビジネス成果と目標を達成するための包括的な取引戦略と案件構造を立案し具現化する
- AWSの価値提案とソリューション開発に貢献する
- 収益成長とクラウド導入の加速に向けた取り組みを推進する
- 日本の営業チームおよび関連する地域およびグローバルの関係者サービスチーム財務法務などと緊密に連携し組織横断的な協働を実現する
- AWSフィールドセールスエグゼクティブと協働し個別案件の戦略策定において信頼できるアドバイザーとして活動する戦略的複雑または競争の激しいビジネスチャンスの案件遂行のパートナーとなる
- 案件進行における障害を取り除き望ましいビジネス成果を達成するために社内関係者専門家および直接管理下にないその他のリソースとの連携を促進し影響力を発揮する
- 戦略的な契約条件提案の戦略を策定し取引の阻害要因を効果的に特定して対応する
- 顧客への取引提案のプレゼンテーションを主導またはサポートする

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 Japan 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
SCE is a specialized global deal team that engages with Customers and partners with the field sales on deal strategy and structuring through contractual closure for transformational strategic large complex and/or highly competitive Customer opportunities.

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 conferences inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
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Work/Life Balance
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基本的な資格
- ソフトウェアまたはクラウド サービス/インフラストラクチャに関する大規模で戦略的かつ複雑な取引において案件の立ち上げから成約完了まで顧客と緊密に協働した8 年以上の実績を有すること
- 大規模な商業/エンタープライズ案件においてCXOレベルの経営幹部IT事業部門調達財務法務および社内関係者との共同提案交渉を推進した8年以上の経験を有すること
- ビジネス経済学テクノロジーまたはファイナンス分野においける学士号または同等の職務経験
- ネイティブレベルの日本語能力を有すること

Basic Qualifications
- 8 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 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)
- Native or business-level Japanese language proficiency required

望ましい資格
-エンタープライズ顧客との直接的な営業経験
-ビジネスレベルの英語能力

Good to have
- Advanced degree or equivalent relevant experience
- Direct field experience in working with enterprise accounts
- Business level English proficiency


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