Strategic Customer Engagements, Deal Team - Specialized

Amazon Web Services (AWS); Atlanta (GA); On-site; USD 143,000 - 193,000; Full time

Benefits offered by this job

Health insurance

RSUs

401(k) matching

Job summary

AWS’s Global Deal Strategy and Programs (GDSP) drives cloud adoption and growth through innovative pricing. The team includes Strategic Customer Engagements (SCE) and Private Pricing Programs & Experiences to scale pricing solutions globally.

We seek a member for the SCE team to structure and negotiate strategic deals with enterprise and public sector customers, partnering with field sales to accelerate growth and create value for customers and AWS across regions.

Qualifications

• 3+ years of financial modeling experience.
• Experience with substantial, strategic software or cloud services deals from opportunity through closure.
• Experience formulating competitive financial models to compare deals and drive opportunities.

Responsibilities

• Act as trusted advisor in development of commercial strategy and deals.
• Partner with AWS service teams to understand pricing and services; create impact frameworks.
• Inspire internal stakeholders and remove barriers to achieve business outcomes.
• Advise on and construct commercial deal terms with understanding of competitive landscape.
• Facilitate alignment and effective communication with internal and external stakeholders.
• Capture insights and drive continuous improvements through analysis and reporting.

Skills

Financial modeling

Deal structuring

Customer engagement

Strategic thinking

Job description

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 Specialists 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.

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
• 3+ years 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.

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.

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.

USA, CA, San Francisco - 157,100.00 - 212,600.00 USD annually

USA, GA, Atlanta - 142,800.00 - 193,200.00 USD annually

USA, IL, Chicago - 142,800.00 - 193,200.00 USD annually

USA, MA, Boston - 142,800.00 - 193,200.00 USD annually

USA, NY, New York - 157,100.00 - 212,600.00 USD annually

USA, TX, Austin - 142,800.00 - 193,200.00 USD annually

USA, TX, Dallas - 142,800.00 - 193,200.00 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