Principal Deals Strategy Lead, AWS Support Deals Strategy and Governance

The Deals Strategy and Governance (DSG) team is an established cross-functional organization within AWS Support with an expanding commercial mandate responsible for building and governing the commercial strategy that empowers field sales to grow the Support business at scale. The Principal Deal Lead (DL) will drive scale by developing and calibrating a portfolio of pre-packaged commercial tools to specific customer niches by industry geography and spend tier resulting in a standardized scalable approach to commercial strategy that enables sales teams to move quickly and confidently without adding steps or friction to an already complex sales cycle. The DL is a senior member of the DSG team responsible for designing building and operationalizing this new generation of commercial frameworks. This individual will own end-to-end strategy for specific commercial programs partner closely with Sales GTM Finance Legal and Product teams to develop and govern the tools that field sellers rely on and lead deal strategy for complex high-value Support opportunities in EMEA. The DL will identify barriers to Support adoption develop repeatable strategies and mental models to overcome them and ensure that the commercial frameworks built by DSG are applied consistently and with measurable impact. They will drive alignment across executive stakeholders contribute to VP and S-Team goals and serve as a thought leader within the DSG organization.
The ideal candidate has a background in deal strategy commercial strategy or sales operations and brings the financial depth and business experience to communicate the economic value of AWS Support to senior executives. They operate autonomously in ambiguous environments influence cross-functional stakeholders across Sales GTM Finance Product and Legal and have a demonstrated bias for building scalable repeatable mechanisms. They bring equal parts analytical rigor and executive presence and have a track record of earning trust being right a lot and delivering results.


Key job responsibilities
Design and build pre-packaged commercial frameworks tailored to specific customer niches including industry verticals geographies and spend tiers that enable field sales teams to move quickly and offer standardized pricing without introducing additional complexity into the sales cycle.
Develop and operationalize a portfolio of commercial levers based on qualifying criteria to accelerate AWS Support adoption and unlock incremental revenue.
Own commercial enablement strategy for field sales teams ensuring sellers are equipped with the right tools mental models and deal structures to compete effectively and win.
Lead deal strategy for complex large and highly competitive Support opportunities in AMER / EMEA managing end-to-end deal cycles and making tradeoffs to optimize both customer and business outcomes.
Assist with complex contract negotiations and escalations partnering with Sales Business Development Contracting Finance Legal and Compliance to address custom deal requirements.
Drive cross-functional alignment across Sales GTM Finance Legal Product and Operations to develop govern and continuously improve commercial frameworks; establish clear governance mechanisms to ensure programs are applied consistently and in alignment with business objectives.
Build and maintain analytics and reporting on commercial program performance deal velocity and adoption metrics; report on monthly quarterly and annual performance for your region and contribute to leadership business reviews.
Develop best practices playbooks and mental models for deal packaging and commercial strategy; guide the broader DSG team in establishing scalable repeatable approaches.
Identify and address barriers to Support adoption through data-driven analysis formulating projections creating financial models and developing strategies that balance customer needs with business objectives.
Influence and contribute to VP and S-Team goal attainment across sales and business development organizations; drive alignment on new approaches in ambiguous and first-of-kind commercial situations.
Mitigate complex long-term commercial and deal risks by looking around corners building sustainable solutions and ensuring commercial mechanisms are designed for repeatability and scale.


A day in the life
You will spend your time partnering with Sales and Business Development leaders to understand where commercial friction exists in the customer journey and designing standardized scalable solutions to remove it. A typical day may include working with Finance and Product to model a new credit-based commercial offer for a specific industry vertical reviewing deal strategy with a field sales team on a large competitive Support opportunity or presenting a new commercial framework to VP-level stakeholders for alignment and approval. You will balance deep analytical work building financial models analyzing deal trends and evaluating commercial alternatives with executive-level stakeholder engagement influencing leaders across multiple organizations to adopt new approaches. You are equally comfortable diving deep into deal economics and presenting concisely to senior leadership and you bring the judgment to know when to push for a novel solution and when to apply a proven playbook.

About the team
The Deals Strategy and Governance (DSG) team is an established organization within AWS Support embedded within the broader Support Product and WW GTM function. Our mission is to build the commercial infrastructure that enables the Support business to grow at scale moving from a model reliant on ad-hoc custom negotiations toward a library of pre-packaged niche-calibrated commercial tools that empower field sellers to move fast with confidence and without adding complexity to the customer buying journey. We work across Sales Finance Legal Product and Business Development to build frameworks that are both commercially sound and operationally sustainable.

- Experience in developing negotiating and executing business agreements
- Experience with business development partnership management or sourcing new business
- Experience in a professional field or military
- Experience developing and executing on GTM strategies that are large in scope

- Knowledge of AWS or cloud technologies

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover invent simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice ( to know more about how we collect use and transfer the personal data of our candidates.

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.