Strategic Customer Engagements, GTM Deal Lead, GDSP
Amazon Web Services (AWS), Minneapolis, MN, United States
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 scale and optimize pricing solutions across a 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?
Responsibilities
Act as trusted advisor and thought leader in the development of the strategy and execution of the sales and GTM deal cycle (strategy, structuring, negotiation, and closure) 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 will guide each deal, ensuring data‑driven decision‑making and scalability.
Dive deep into customers’ business needs and obstacles, tailoring 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 team and internal/external key partners/customers and promptly resolve 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 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 engagements may span 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.
About the team Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in this 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.
Basic Qualifications
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.
Preferred Qualifications
Experience in sales.
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Salary
USA, CA, San Francisco – 187,000.00 – 252,900.00 USD annually
USA, GA, Atlanta – 170,000.00 – 230,000.00 USD annually
USA, IL, Chicago – 170,000.00 – 230,000.00 USD annually
USA, MN, Minneapolis – 170,000.00 – 230,000.00 USD annually
USA, NY, New York – 187,000.00 – 252,900.00 USD annually
USA, TX, Austin – 170,000.00 – 230,000.00 USD annually
USA, TX, Dallas – 170,000.00 – 230,000.00 USD annually
USA, VA, Arlington – 170,000.00 – 230,000.00 USD annually
USA, VA, Herndon – 170,000.00 – 230,000.00 USD annually
USA, WA, Seattle – 170,000.00 – 230,000.00 USD annually
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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?
Responsibilities
Act as trusted advisor and thought leader in the development of the strategy and execution of the sales and GTM deal cycle (strategy, structuring, negotiation, and closure) 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 will guide each deal, ensuring data‑driven decision‑making and scalability.
Dive deep into customers’ business needs and obstacles, tailoring 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 team and internal/external key partners/customers and promptly resolve 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 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 engagements may span 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.
About the team Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in this 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.
Basic Qualifications
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.
Preferred Qualifications
Experience in sales.
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Salary
USA, CA, San Francisco – 187,000.00 – 252,900.00 USD annually
USA, GA, Atlanta – 170,000.00 – 230,000.00 USD annually
USA, IL, Chicago – 170,000.00 – 230,000.00 USD annually
USA, MN, Minneapolis – 170,000.00 – 230,000.00 USD annually
USA, NY, New York – 187,000.00 – 252,900.00 USD annually
USA, TX, Austin – 170,000.00 – 230,000.00 USD annually
USA, TX, Dallas – 170,000.00 – 230,000.00 USD annually
USA, VA, Arlington – 170,000.00 – 230,000.00 USD annually
USA, VA, Herndon – 170,000.00 – 230,000.00 USD annually
USA, WA, Seattle – 170,000.00 – 230,000.00 USD annually
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