Strategic Customer Engagements, ISV EMEA GTM, GDSP (AWS)

Amazon Inc.; Greater London; On-site; GBP 110,000 - 140,000; Full time

Job summary

Amazon AWS is seeking a Strategic Customer Engagements, ISV EMEA GTM, GDSP Deal Lead to manage end-to-end deal cycles for strategic, large, and complex opportunities across EMEA. You will engage with C-level executives and IT teams, shape deal structure, and drive cloud adoption while collaborating with regional sales, finance, legal, and service teams to close transformative opportunities.

You should have a track record in strategic deals, executive communication, and a strong understanding of

Qualifications

• Experience working with customers on substantial, strategic software or cloud services deals.
• Experience presenting to C-level executives, IT leaders, and business units.
• Bachelor's degree in Business Administration, Finance, Economics, CS, or related field.
• Experience managing large, complex enterprise accounts or equivalent.
• Knowledge of AWS product suite and cloud solutions.

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 outcomes.
• Contribute to developing AWS's value proposition and solutions.
• Drive revenue growth and Cloud adoption.
• Collaborate with regional sales teams and related stakeholders across the organization.
• Act as trusted advisor in commercial strategy with AWS Field Sales Executives.
• Inspire alignment with internal teams to remove obstacles and achieve outcomes.
• Develop pricing strategies and communicate deal blockers effectively.
• Lead or support presentation of deal proposals to customers.

Skills

Strategic deal negotiations

Executive stakeholder engagement

Cloud computing knowledge

Education

Bachelor's degree in Business Admin, Finance, Economics, CS or related field

Tools

AWS product suite

Job description

Strategic Customer Engagements, ISV EMEA GTM, GDSP

Job ID: 10522933 | AWS EMEA SARL (UK Branch)

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.

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 (EMEA), and to establish AWS as their key cloud technology provider. These opportunities range across 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). These engagements may also involve Pan-Amazon and AWS go-to-market opportunities involving close partnership between the SCE team and other Amazon and AWS stakeholders.

As a SCE Deal Lead, 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 engagement with customer 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 working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure
• - Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent
• - Bachelor's degree in Business Administration, Finance, Economics, Computer Science, or a related field

Preferred Qualifications

• - Experience in management of large, complex enterprise accounts or equivalent
• - Knowledge of the AWS product suite
• - Experience communicating complex concepts clearly and persuasively to different audiences
• - 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. 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 an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

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.

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. Veterans, military spouses, and people with disabilities are encouraged to apply.