SCE – Deal Lead, Startups

Amazon Web Services (AWS); Seattle (WA); On-site; USD 170,000 - 230,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Paid time off

Parental leave

Job summary

Amazon Web Services, Inc. seeks a Deal Lead for its Strategic Customer Engagements team. You will own end-to-end deal cycles for strategic, large, and highly competitive opportunities, engaging with C-level executives and multiple AWS stakeholders to drive outcome-driven negotiations and closure.

The role involves shaping deal strategy, partnering with sales teams worldwide, and driving cloud adoption while delivering innovative pricing and structuring solutions.

Qualifications

• Experience negotiating with C-level executives and leading enterprise deals.
• Proven ability to craft and negotiate complex deal structures and pricing.
• Strong presentation and communication skills for cross-functional audiences.

Responsibilities

• Lead negotiations and closure for strategic, large, complex GenAI deals.
• Develop and shape overall deal strategy and structure to meet customer outcomes.
• Collaborate with stakeholders across Americas/EMEA/APJ and related teams to drive deals.

Skills

Deal negotiations

C-level engagement

Deal strategy

Cross-functional collaboration

Education

Advanced degree or equivalent

Job description

Description Amazon Web Services (AWS) is seeking a Deal Lead for the Strategic Customer Engagements (SCE) team.

Description Amazon Web Services (AWS) is seeking a Deal Lead for the Strategic Customer Engagements (SCE) team.
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 (Americas/EMEA/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, 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 GenAI 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

Basic Qualifications

• Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals
• 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

Preferred Qualifications

• Advanced degree or equivalent relevant experience
• Direct field experience with enterprise accounts
• Strong written and verbal presentation skills with the ability to articulate complex concepts to cross functional audiences

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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

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 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.

• 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
• parental leave

USA, CA, Irvine - 170,000.00 - 230,000.00 USD annually

USA, CA, San Francisco - 187,000.00 - 252,900.00 USD annually

USA, IL, Chicago - 170,000.00 - 230,000.00 USD annually

USA, NJ, Jersey City - 187,000.00 - 252,900.00 USD annually

USA, NY, New York - 187,000.00 - 252,900.00 USD annually

USA, TX, Austin - 170,000.00 - 230,000.00 USD annually

USA, TX, Dallas - 170,000.00 - 230,000.00 USD annually

USA, VA, Arlington - 170,000.00 - 230,000.00 USD annually

USA, VA, Herndon - 170,000.00 - 230,000.00 USD annually

USA, WA, Seattle - 170,000.00 - 230,000.00 USD annually

Company - Amazon Web Services, Inc.