Strategic Customer Engagements, GCR

Do you have an aptitude for analyzing opportunities and creating innovative business deals Do you enjoy working at the intersection of customers and product/service teams to develop commercial outcomes while building consensus across stakeholder groups

Amazon Web Services (AWS) is seeking Deal Structurer for the Strategic Customer Engagements (SCE) team.

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. This is a unique opportunity to engage with AWS customers on strategic opportunities increase the growth of AWS (China Hongkong and Taiwan) 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 Deal Specialist you will be involved in the critical phases of the Deal Cycle (Strategy Structuring Negotiations and Closure) and work with C-level executives IT and various lines of business to meet their business outcomes increase the adoption of AWS and enable private pricing go-to-market pan-Amazon and other strategic relationships. On a daily basis you will partner with AWS customers AWS field sales and other internal stakeholders to empower our customers to rapidly grow address their challenges and create innovative solutions. You will work with AWS Service teams on developing commercial business models that align with their goals. You will earn trust with customers by creating an actionable strategy and structure for the opportunity that meets the customers goals.



Key job responsibilities
- Act as trusted advisor and thought leader in the development of commercial strategy and deals: partner in the execution of the deal sales cycle for strategic commercial opportunities.
- Partner closely with AWS Service teams to understand services and pricing: create frameworks that impact customer outcomes.
- Inspire and influence key internal stakeholders experts and other indirect resources to remove barriers and achieve desired business outcomes
- Advise and construct commercial deal terms: understand the competitive landscape and provide deal guidance
- Facilitate alignment and effective AWS communication with internal and external stakeholders to resolve conflict and encourage develop productive interactions
- Cultivate best practices through analysis and reporting in support of continuous improvements


About the team
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.

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Inclusive Team Culture
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Work/Life Balance
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- Experience working with customers on substantial strategic and complex software or cloud services/infrastructure deals from opportunity through closure
- Speak write and read fluently in English
- Experience working with presenting to and negotiating with C-level executives IT lines of business procurement finance legal and internal stakeholders for sizeable commercial/enterprise deals
- Bachelors degree or equivalent or experience working with technology customers such as software providers
- Business level proficiency in Chinese language as the role involves engaging with local GCR customers

- Experience working directly with enterprise start-up or SMB accounts
- Knowledge of AWS services
- Experience using English communication skills both written and verbal to foster seamless interaction with stakeholders at all levels

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