Strategic Customer Engagements (SCE), GDSP

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and unwavering support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.

Amazon Web Services (AWS) is seeking a member for the Strategic Customer Engagements (SCE) team. This is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS, and to establish AWS as their key cloud technology provider. As a member of SCE, 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 alignment with 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 AWS's 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.

About the team:

Diverse Experiences: Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.

Why AWS? Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Work/Life Balance: We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.

Inclusive Team Culture: AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship and Career Growth: We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Basic Qualifications:

• Experience structuring and negotiating complex agreements and leading cross-functional groups to orchestrate and successfully complete deals.
• 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.
• Experience giving skills and communicating complex concepts clearly and effectively to diverse audiences across different functions.
• Speak, write, and read fluently in English.
• 10+ years experience in a sales environment working with teams on structuring of strategic, complex opportunities, and/or customer facing in a solution-oriented capacity.

Preferred Qualifications:

• Experience with direct field experience selling software or cloud solutions.
• Knowledge of AWS services.
• Advanced degree or equivalent relevant experience.

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.

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