Strategic Customer Engagements, ISV EMEA GTM, GDSP

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 (EMEA) 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 (EMEA) 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

- Experience working with customers on substantial strategic and complex software or cloud services/infrastructure deals from opportunity through closure
- Experience working with and presenting to C-level executives IT and lines of businesses across organizations or equivalent
- Bachelors degree in Business Administration Finance Economics Computer Science or a related field

- Experience in management of large complex enterprise accounts or equivalent
- Knowledge of the AWS product suite
- Experience communicating complex concepts clearly and persuasively to different audiences
- Advanced degree or equivalent relevant experience

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