Strategic Customer Engagements, Americas

Amazon Inc.; Arlington (VA); On-site; USD 143,000 - 193,000; Full time

Benefits offered by this job

RSUs

Health benefits

Paid time off

Parental leave

Job summary

Amazon Web Services, Inc. in Arlington, VA is seeking a Deal Specialist within the Global Deal Strategy and Programs team to drive strategic, large-scale cloud deals from opportunity through closure.

You will partner with field sales and service teams to shape pricing, terms, and commercial models that unlock growth. In this high-visibility role you will negotiate with senior customer executives, craft competitive deal structures, and own end-to-end engagements across industries, including

Qualifications

• Experience formulating competitive financial models to compare deal value.
• Experience with large, strategic software or cloud services deals from opportunity through closure.
• 7+ years of demonstrated success in structuring substantial deals.

Responsibilities

• Develop commercial strategies and deal terms in complex engagements.
• Collaborate with AWS service teams to understand offerings and pricing.
• Engage with C-level executives and field sales to drive revenue.
• Lead negotiations and drive closure of strategic opportunities.
• Analyze performance and report on deal outcomes.

Skills

Financial modeling

Deal structuring

Cloud pricing

Negotiation

Stakeholder management

Job description

Strategic Customer Engagements, Americas

Job ID: 10573059 | Amazon Web Services, Inc.

At AWS, the Global Deal Strategy and Programs (GDSP) team drives cloud adoption and business growth through innovative pricing strategies. The organization comprises two specialized teams: Strategic Customer Engagements, which guide transformative deals with industry leaders, and Private Pricing Programs & Experiences, which scales and optimizes pricing solutions across our diverse customer base. Within GDSP, you will develop deep expertise in cloud economics, hone your strategic thinking, and directly impact AWS's market leadership while working with emerging technologies and global clients.

Amazon Web Services (AWS) is seeking a member 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. SCE engages directly with customers and AWS leadership to drive cloud initiatives that will accelerate growth, increase efficiency, and unlock new business capabilities.

By collaborating closely with our field sales teams, SCE Deal Specialist’s at AWS leverage their expertise in deal structuring, negotiating private pricing that drives sustainable growth and value for both our customers and AWS, and strategic methodologies to navigate customer pain points, gain credibility, and effectively partner with the sales organization. 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 global deal team and other Amazon and AWS stakeholders. We are a dynamic team passionate about managing transformational deals.

As a Deal Specialist you will partner with AWS Service teams to develop commercial business models. You will inspire and influence AWS customers, field sales executives, and other internal stakeholders to empower our customers to address business challenges and develop innovative solutions. As a Deal Specialist you will create actionable strategies, develop and shape opportunities, and lead large, complex, or highly competitive deal engagements through negotiations and closure. This highly visible role will own alignment with C-level executives, IT teams, and multiple lines of business to achieve business outcomes, increase the adoption of AWS services, and enable private pricing, go-to-market, pan-Amazon, and other strategic relationships.

Key job responsibilities

• Act as trusted advisor and thought leader in the development of commercial strategy and deals: partner in the execution of the deal sales cycle for strategic commercial opportunities.
• Partner closely with AWS Service teams to understand services and pricing: create frameworks that impact customer outcomes.
• Inspire and influence key internal stakeholders, experts, and other indirect resources to remove barriers and achieve desired business outcomes
• Advise and construct commercial deal terms: understand the competitive landscape and provide deal guidance
• Facilitate alignment and effective AWS communication with internal and external stakeholders to resolve conflict and encourage develop productive interactions
• Cultivate best practices through analysis and reporting in support of continuous improvements

Basic Qualifications

• Experience formulating competitive financial models (e.g., cash flow, NPV, deal comparisons, etc.) to use as comparative tools to grow opportunities
• Experience working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure
• Experience in financial modeling
• 7+ years demonstrated success working with customers on the structuring of substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through closure

Preferred Qualifications

• Direct field experience in working with enterprise or commercial accounts.

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, restricted stock units (RSUs), and sales incentives. 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 .

Salary

• USA, NY, New York - 157,100.00 - 212,600.00 USD annually
• USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually
• USA, VA, Herndon - 142,800.00 - 193,200.00 USD annually
• USA, WA, Seattle - 142,800.00 - 193,200.00 USD annually

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.