GenAI Deal Lead for Strategic Customer Engagements SCE, SCE

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 GenAI Deal Lead for the Strategic Customer Engagements (SCE) team. This is a unique opportunity to drive strategic collaborations with Generative AI startups and innovative technology companies, working directly with founders and executives to establish AWS as their foundational cloud technology provider and accelerate their growth journey.

As a GenAI Deal Lead in SCE, you will be responsible for managing the end-to-end Deal Cycle for strategic, large, and complex deals specifically focused on the Generative AI startup ecosystem. You will build trusted relationships with startup founders and their executive teams, creating actionable strategies, developing opportunities, and leading deal engagements through negotiations and closure. This highly visible role requires deep engagement with startup founders, C-level executives, and technical leaders to achieve business outcomes, increase AWS adoption, and enable strategic relationships that drive mutual growth. You will work collaboratively to understand startup-specific challenges and opportunities, partnering with AWS field sales executives and other internal stakeholders to empower these innovative companies to scale and succeed.

Key job responsibilities

1. Lead complex negotiations and deal closure with Generative AI startups and innovative technology companies.
2. Develop deal strategies and structures tailored to startup growth trajectories and business objectives.
3. Work directly with founders and startup executives to understand their technical requirements, business challenges, and growth ambitions.
4. Drive revenue growth through strategic partnerships with emerging AI companies.
5. Act as a trusted advisor to both startups and internal AWS teams in developing commercial strategies.
6. Navigate and align multiple stakeholders across AWS to create founder-friendly deal structures.
7. Develop flexible pricing and discount strategies that accommodate startup scaling needs.
8. Lead strategic deal presentations to startup founders and investors.

This role requires an individual who can effectively navigate both the technical complexities of Generative AI and the unique business dynamics of the startup ecosystem while driving meaningful partnerships that create value for both AWS and emerging AI companies.

About the team

Diverse Experiences
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Minimum Qualifications

1. Strong experience in a sales environment working with teams on structuring of strategic, complex opportunities, and/or customer facing in a solution-oriented capacity.
2. Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, and legal.
3. Proven track record in leading complex technology deals, particularly with startups and high-growth companies.
4. Strong experience working directly with founders and C-level executives in the technology sector.
5. Experience in structuring deals that align with startup funding cycles and growth trajectories.
6. Fluent English, other languages a plus.
7. Advanced degree or equivalent relevant experience.
8. Knowledge of AWS products and services.
9. Deep understanding of the Generative AI landscape, including current trends, technologies, and market dynamics.
10. Previous experience in the startup ecosystem, either as a founder, investor, or in a business development role.
11. Understanding of startup funding mechanisms and venture capital dynamics.
12. Track record of closing deals with AI/ML focused companies.

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. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy_page) to know more about how we collect, use and transfer the personal data of our candidates.

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.

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