Strategic Customer Engagement Deal Lead, APJ

AMAZON WEB SERVICES SINGAPORE PRIVATE LIMITED; Singapore; On-site; SGD 150,000 - 200,000; Full time

Job summary

A global cloud service provider in Singapore is seeking a Deal Lead to drive negotiations and develop strategies for large, complex deals across APJ. The ideal candidate will have over 15 years of experience working with substantial software and cloud services deals, including significant interaction with C-level executives. Responsibilities include collaborating with various stakeholders to meet business goals and promote AWS services.

Qualifications

• 15+ years of experience in substantial, strategic, and complex software or cloud services deals.
• 12+ years working with and negotiating with C-level executives and sizeable commercial deals.

Responsibilities

• Lead negotiations and customer closure for strategic and complex deals.
• Develop and shape overall deal strategy to meet customer goals.
• Drive revenue growth and cloud adoption.

Skills

Negotiation skills

Strategic planning

Stakeholder collaboration

Revenue growth strategies

Education

Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or related field

Job description

Amazon Web Services (AWS) is seeking a Deal Lead for the Strategic Customer Engagements (SCE) team focusing on APJ customers.

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 APJ, 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 focusing on APJ customers, you will be responsible for managing the end to end Deal Cycle for strategic, large, complex or highly competitive deals across APJ. 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 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

Requirements

• Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or related field
• 15+ 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 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