SCE – Deal Lead

Amazon Web Services (AWS) is seeking a Deal Lead 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 such as GenAI. 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 team and other Amazon and AWS stakeholders.

As a SCE Deal Lead 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
* 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 (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

- Bachelors degree in a relevant field or equivalent work experience
- 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 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

- Knowledge of AWS services
- Advanced degree or equivalent relevant experience
- Direct field experience with enterprise accounts
- Strong written and verbal presentation skills with the ability to articulate complex concepts to cross functional audiences

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments restricted stock units (RSUs) and sales incentives. Final compensation will be determined based on factors including experience qualifications and location. Amazon also offers comprehensive benefits including health insurance (medical dental vision prescription Basic Life & AD&D insurance and option for Supplemental life plans EAP Mental Health Support Medical Advice Line Flexible Spending Accounts Adoption and Surrogacy Reimbursement coverage) 401(k) matching paid time off and parental leave. Learn more about our benefits at CA San Francisco - 187000.00 - 252900.00 USD annually
USA IL Chicago - 170000.00 - 230000.00 USD annually
USA MA Boston - 170000.00 - 230000.00 USD annually
USA NY New York - 187000.00 - 252900.00 USD annually
USA TX Austin - 170000.00 - 230000.00 USD annually
USA TX Dallas - 170000.00 - 230000.00 USD annually
USA TX Houston - 170000.00 - 230000.00 USD annually
USA VA Arlington - 170000.00 - 230000.00 USD annually
USA VA Herndon - 170000.00 - 230000.00 USD annually
USA WA Seattle - 170000.00 - 230000.00 USD annually