SCE, AMERICAS , DL - AMER - US

• 12 years demonstrated success working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through closure
• 12 years of experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, and legal and internal stakeholders for sizeable commercial/enterprise deals
• Bachelor degree in Business, Economics, Technology or Finance (or equivalent work experience)

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 (Americas/EMEA/APJ), 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 (Americas/EMEA/APJ) 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
• For key deals and escalations, take a leadership role in developing the winning strategy, coaching the field team, and managing the SCE deal team.
• Act as a trusted advisor to regional leadership to support AWS’s strategy.
• Contribute to developing AWS’s value proposition and solutions.
• Drive revenue growth and Cloud adoption.
• Closely collaborate with key stakeholders across the organization, including regional sales teams, and related regional and global stakeholders (Service Teams, Finance, Legal, etc.).

We are open to hiring candidates to work out of one of the following locations:

San Francisco, CA, USA

• Advanced degree
• Understanding of the technology ecosystem
• Multilingual a plus

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $168,300/year in our lowest geographic market up to $278,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.