Amazon Web Services (AWS)
Strategic Customer Engagements, GTM Deal Lead, GDSP
Amazon Web Services (AWS), Arlington, Virginia, United States, 22201
Strategic Customer Engagements – GTM Deal Lead, GDSP
5 days ago – Be among the first 25 applicants.
Description
At AWS, the Global Deal Strategy and Programs (GDSP) team drives cloud adoption and business growth through innovative pricing strategies. The organization comprises two specialized teams: Strategic Customer Engagements, which guide transformative deals with industry leaders, and Private Pricing Programs & Experiences, which scales and optimizes pricing solutions across our diverse customer base. Within GDSP, you will develop deep expertise in cloud economics, hone your strategic thinking, and directly impact AWS’s market leadership while working with cutting‑edge technologies and global clients.
Do you have an aptitude for analyzing opportunities and creating high‑impact, innovative business deals? Can you take complex scenarios and simplify them down to the essentials while building consensus across broad stakeholder groups?
Strategic Customer Engagements (SCE) is seeking a senior Deal Lead to drive engagement and lead the various critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure) for Strategic Collaborations. This role has Americas responsibility, is highly partner and customer‑facing, and will work closely with Amazon customers, partners, Partner Network (APN) programs teams, partner segment leaders, and sales leaders. The ideal candidate will possess a deal strategist and negotiator background and experience in technology sales with customers and partners, and developing Go‑to‑Market (GTM) strategic collaborations, and be a proven collaborator across multiple stakeholders including engaging at partner/customer C‑suite levels.
Deal Cycle Phases
Strategy:
Work with the Partner and Account Team to set objectives, analyze key data and ensure executive alignment and governance; provide advice on the competitive situation, create an actionable strategy, and lead engagement with the customer.
Structure:
Distill business objectives to develop and execute deal structures that maximize the value of the opportunity for both customers and AWS.
Negotiations:
Lead high‑stakes customer negotiations, including commercial aspects of the deal structure; understand the impact of business terms and pricing and provide alternative solutions to ensure alignment across internal and external stakeholders.
Closure:
Bring the deal to closure, in partnership with the customer and partner/account team and legal teams, handling any contractual/legal matters and briefing senior management.
Key Responsibilities
Act as trusted advisor and thought leader in the development of the strategy and execution of the sales and GTM deal cycle for strategic, complex, or highly competitive partner and channel opportunities.
Collaborate with finance and analytics teams to produce financial models, risk assessments and performance metrics that guide each deal, ensuring data‑driven decision‑making and scalability.
Dive deep into customers’ business needs and obstacles to tailor deal structures that are mutually beneficial to all parties.
Inspire and influence internal stakeholders, experts and other resources not under direct control, proactively removing obstacles to drive deal momentum and deliver seamless execution.
Facilitate alignment and effective AWS communication within sales teams and internal/external key partners/customers, promptly resolving any conflicts to encourage harmonious and productive interaction.
Continuously monitor and analyze industry trends and competitive landscapes to inform deal strategy and identify high‑potential opportunities.
Ensure disciplined sales methodology application across management groups, resulting in consistent and accurately forecasted financial results.
Cultivate best practices through analysis and reporting in support of continuous improvement.
Work with key internal stakeholders (e.g., AWS Partner Organization, finance, operations, legal, etc.) as needed.
A Day in the Life 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 unique opportunity to engage with AWS customers on strategic opportunities increases AWS growth across Americas, EMEA, and APJ, and establishes AWS as their key cloud technology provider. Opportunities span industry verticals, including Financial Services, Telecommunications, Media & Entertainment, Energy, Healthcare Life Sciences, Automotive & Manufacturing, and Public Sector, as well as a wide range of customer sizes.
About the Team Amazon values diverse experiences. If you do not meet all the preferred qualifications, we encourage you to apply. Your career path does not have to be traditional to succeed here.
Basic Qualifications
12+ years of technology‑related deal team or complex sales environment experience.
5+ years of experience in business consulting, GTM/strategic collaboration deals with technology and/or services partners.
Preferred Qualifications
Advanced degree or equivalent relevant experience.
Direct field experience and knowledge of AWS products and services.
Demonstrated success in structuring, negotiating, and closing large‑scale, high‑impact partnership deals.
Proven track record of managing and streamlining complex processes with close attention to detail.
Understanding of the Global/SI business model and ISV partnerships.
Strong written and verbal presentation skills and 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 Company’s 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
https://amazon.jobs/content/en/how-we-hire/accommodations
for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
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Description
At AWS, the Global Deal Strategy and Programs (GDSP) team drives cloud adoption and business growth through innovative pricing strategies. The organization comprises two specialized teams: Strategic Customer Engagements, which guide transformative deals with industry leaders, and Private Pricing Programs & Experiences, which scales and optimizes pricing solutions across our diverse customer base. Within GDSP, you will develop deep expertise in cloud economics, hone your strategic thinking, and directly impact AWS’s market leadership while working with cutting‑edge technologies and global clients.
Do you have an aptitude for analyzing opportunities and creating high‑impact, innovative business deals? Can you take complex scenarios and simplify them down to the essentials while building consensus across broad stakeholder groups?
Strategic Customer Engagements (SCE) is seeking a senior Deal Lead to drive engagement and lead the various critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure) for Strategic Collaborations. This role has Americas responsibility, is highly partner and customer‑facing, and will work closely with Amazon customers, partners, Partner Network (APN) programs teams, partner segment leaders, and sales leaders. The ideal candidate will possess a deal strategist and negotiator background and experience in technology sales with customers and partners, and developing Go‑to‑Market (GTM) strategic collaborations, and be a proven collaborator across multiple stakeholders including engaging at partner/customer C‑suite levels.
Deal Cycle Phases
Strategy:
Work with the Partner and Account Team to set objectives, analyze key data and ensure executive alignment and governance; provide advice on the competitive situation, create an actionable strategy, and lead engagement with the customer.
Structure:
Distill business objectives to develop and execute deal structures that maximize the value of the opportunity for both customers and AWS.
Negotiations:
Lead high‑stakes customer negotiations, including commercial aspects of the deal structure; understand the impact of business terms and pricing and provide alternative solutions to ensure alignment across internal and external stakeholders.
Closure:
Bring the deal to closure, in partnership with the customer and partner/account team and legal teams, handling any contractual/legal matters and briefing senior management.
Key Responsibilities
Act as trusted advisor and thought leader in the development of the strategy and execution of the sales and GTM deal cycle for strategic, complex, or highly competitive partner and channel opportunities.
Collaborate with finance and analytics teams to produce financial models, risk assessments and performance metrics that guide each deal, ensuring data‑driven decision‑making and scalability.
Dive deep into customers’ business needs and obstacles to tailor deal structures that are mutually beneficial to all parties.
Inspire and influence internal stakeholders, experts and other resources not under direct control, proactively removing obstacles to drive deal momentum and deliver seamless execution.
Facilitate alignment and effective AWS communication within sales teams and internal/external key partners/customers, promptly resolving any conflicts to encourage harmonious and productive interaction.
Continuously monitor and analyze industry trends and competitive landscapes to inform deal strategy and identify high‑potential opportunities.
Ensure disciplined sales methodology application across management groups, resulting in consistent and accurately forecasted financial results.
Cultivate best practices through analysis and reporting in support of continuous improvement.
Work with key internal stakeholders (e.g., AWS Partner Organization, finance, operations, legal, etc.) as needed.
A Day in the Life 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 unique opportunity to engage with AWS customers on strategic opportunities increases AWS growth across Americas, EMEA, and APJ, and establishes AWS as their key cloud technology provider. Opportunities span industry verticals, including Financial Services, Telecommunications, Media & Entertainment, Energy, Healthcare Life Sciences, Automotive & Manufacturing, and Public Sector, as well as a wide range of customer sizes.
About the Team Amazon values diverse experiences. If you do not meet all the preferred qualifications, we encourage you to apply. Your career path does not have to be traditional to succeed here.
Basic Qualifications
12+ years of technology‑related deal team or complex sales environment experience.
5+ years of experience in business consulting, GTM/strategic collaboration deals with technology and/or services partners.
Preferred Qualifications
Advanced degree or equivalent relevant experience.
Direct field experience and knowledge of AWS products and services.
Demonstrated success in structuring, negotiating, and closing large‑scale, high‑impact partnership deals.
Proven track record of managing and streamlining complex processes with close attention to detail.
Understanding of the Global/SI business model and ISV partnerships.
Strong written and verbal presentation skills and 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 Company’s 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
https://amazon.jobs/content/en/how-we-hire/accommodations
for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
#J-18808-Ljbffr