Principal, Strategy & BD - FSI, AWS Corporate Strategy & Business Development

Amazon Web Services (AWS); Herndon (VA); On-site; USD 176,000 - 238,000; Full time

Job summary

Amazon Web Services, Inc. is seeking a Corporate Strategy and Business Development leader to drive high-impact partnerships in Financial Services.

This role manages end-to-end deals, negotiates complex structures, and communicates strategies to AWS and Amazon executives, shaping cross-business collaborations with customers and partners. The ideal candidate has 7+ years in finance tech, cloud, and dealmaking, with strong strategic thinking and writing skills.

Qualifications

• 7+ years of solving technology problems in global financial services.
• 7+ years of developing, negotiating and executing business agreements.
• 7+ years of working with Core Cloud Technology Services (Compute, Edge, Hybrid, Security, Networking).
• Bachelor's degree.

Responsibilities

• Identify, evaluate, and manage strategic partnership opportunities with financial services firms.
• Independently manage end-to-end deal cycles, including non-standard structures.
• Engage with senior AWS and Amazon leadership to present strategies.
• Align partnership strategies with stakeholders across AWS, Amazon, and customers.
• Negotiate high-impact partnerships with cross-unit implications.
• Author strategy documents and executive presentations on opportunities.
• Assess inbound requests and prioritize engagement models.
• Travel to support deal cycles; 25% regular, up to 75% peaks.
• Navigate ambiguity and adapt to evolving priorities.

Skills

Go-To-Market Strategy

Negotiation

Business Development

Financial Services

Executive Communication

Education

Bachelor's degree

Job description

Description

AWS Corporate Strategy & Business Development, Financial Services

AWS is seeking a Corporate Strategy and Business Development leader to join our team with a focus on AWSI Deep Engagements across our Financial Services customers. This role will drive holistic strategies across Amazon's business with some of the largest partners of Amazon, working at the intersection of AWS and broader Amazon. This is a unique opportunity to join a centralized corporate team that manages strategic partnerships across all of Amazon with an AWS lens. The companies we work with are among Amazon's most significant customers and partners, and this role will help them drive technology transformation via AWS tools, technology, and partners.

AWS and Amazon are on the forefront of the AI revolution with partners and the companies building the future of these industries. We are seeking a person who can continuously (and effectively) walk the line between thought leader and executor, every day. The person will be responsible for assessing inbound requests, independently managing opportunities end-to-end (commonly the most complex challenges in never-been-done-before deals), and seeing complex and high-impact partnerships through to completion. An in-depth knowledge of how financial services firms operate, how they engage across Amazon, and what Amazon's strategy is (or could be) with these types of companies is important.

The person will need a strong commercial aptitude and be able to quickly identify best-in-class partnerships that are valuable and high-impact for Amazon, Amazon Web Services (AWS), and our customers. You'll also manage executive relationships and negotiate partnership deals that are unconventional, need a centralized advocate, and/or have broader implications to AWS and other Amazon business units that are not immediately obvious. This includes non-standard deal construction, complex accounting procedures, and deal negotiations that require creative problem-solving and deep commercial expertise.

This role will interact closely with internal AWS and Amazon leaders from various disciplines, requiring confidence and credibility when engaging with the most senior leadership at both AWS and Amazon. This key role will be highly visible at senior levels of the organization and work on some of our most vexing challenges. You will need to work collaboratively with internal management teams to understand relative advantages and risks, if/when major features should be included to existing roadmaps, consolidation, and adoption. You'll at times need to be comfortable moving forward without a clear path, almost always with high degrees of ambiguity.

Communication & Writing: This role demands exceptional written and oral communication skills. You will regularly author strategy documents, build executive-level presentations, and communicate complex partnership narratives to senior leaders. Effective communication (written and verbal) at the executive level is not a nice-to-have; it is core to the role.

Travel & Availability: This role requires willingness to travel often, sometimes with little notice. While travel may reach 75% during peak deal cycles, the typical expectation is approximately 25%, depending on engagement cadence. While we strive for a healthy work-life balance, the highly visible nature of this role and the types of deals we work on mean it is not unusual to work well outside of normal hours, including weekends.

The Ideal Candidate: We are seeking an analytical, technical, and strategic thinker who is passionate and relentless. The ideal candidate enjoys solving complex problems where there is no clearly defined path to success, and isn't frustrated by a lack of clarity when defining how to execute. This individual must be able to work effectively with cross-functional teams and thrives in a fast-paced setting that is constantly evolving and isn't dissuaded when they hear "no" or frustrated by shifting priorities. Finally, as our deals are atypical, we require a leader who is comfortable defining goals that align to the right business outcomes, and is exceptionally comfortable driving the right outcomes with little guidance.

Key job responsibilities

• Identify, evaluate, and manage strategic partnership opportunities with financial services firms, helping them drive technology transformation through AWS tools, technology, and partners.
• Independently manage complex, end-to-end deal cycles, including non-standard deal construction, creative accounting procedures, and unconventional partnership structures that have no established playbook.
• Engage confidently with the most senior leadership at AWS and Amazon, including presenting partnership strategies.
• Work closely with AWS, Amazon, and customer stakeholders to align partnership strategies, navigate internal processes, and ensure deals are structured to benefit all parties.
• Negotiate high-impact partnership agreements that require a centralized advocate and have broader implications across multiple Amazon business units.
• Author strategy documents, executive-level presentations, and written narratives that clearly articulate complex partnership opportunities, risks, and recommendations.
• Assess inbound partnership requests, prioritize based on strategic value, and determine appropriate engagement models.
• Collaborate with cross-functional teams across AWS and Amazon to understand relative advantages, risks, roadmap implications, and adoption strategies.
• Travel to support deal cycles and company engagements (typically 25%, up to 75% during peak periods), sometimes with limited advance notice.
• Navigating ambiguity in situations where no clearly defined path exists, often with evolving priorities.

A day in the life

A day in the life involves navigating complex, multi-stakeholder relationships across AWS and Amazon. You'll engage directly with C-suite executives at some of AWS' largest customers, aligning their technology transformation goals with AWS capabilities. Internally, you'll collaborate with account teams, service teams, and Amazon business leaders to build holistic strategies that unlock value across the entire Amazon relationship. No two days look alike, you may be negotiating a non-standard deal structure in the morning and authoring an executive strategy document by afternoon.

About The Team

Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the 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?

Why AWS? Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud offering. We pioneered cloud computing and never stopped innovating. That's why customers from the most successful startups to Global 500 companies trust our broad suite of products and services to power their businesses.

Inclusive Team Culture

Inclusive Team Culture Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth

Mentorship & 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.

Work/Life Balance

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 in the cloud.

Basic Qualifications

• 7+ years of solving problems with technology in the Global Financial Services Industry experience
• 7+ years of developing, negotiating and executing business agreements experience
• 7+ years of professional or military experience
• 7+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level
• 7+ years of financial services domain expertise across one or more sub-sectors (e.g., banking, payments, insurance)

Preferred Qualifications

• MBA
• Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
• Experience selling to Fortune 1000 or Global 2000 organizations
• 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
• 7+ years of working with Business Application Technologies, including, but not limited to End User Compute (EUC), Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and/or Communication Developer Services experience

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, NY, New York - 193,700.00 - 262,000.00 USD annually

USA, VA, Arlington - 176,100.00 - 238,200.00 USD annually

USA, VA, Herndon - 176,100.00 - 238,200.00 USD annually

USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually

Company

Amazon Web Services, Inc.

Job ID: A10543857