Strategic Customer Engagements, Deal Team - Specialized

Amazon Inc.; United States; Hybrid; USD 142,800 - 212,600; Full time

Benefits offered by this job

Equal Opportunity Employer

Job summary

Amazon is seeking a Deal Specialist for its Strategic Customer Engagements team at AWS to drive cloud adoption with innovative strategies. You will partner with sales teams and customers, developing commercial models and strategies for large, complex deals.

This role demands over 7 years of experience in structuring software or cloud services deals, with expertise in financial modeling. The position offers competitive compensation across multiple locations in the USA.

Qualifications

• Experience formulating competitive financial models.
• 7+ years in structuring strategic software or cloud deals.
• 3+ years financial modeling experience.

Responsibilities

• Act as trusted advisor in commercial strategy and deals.
• Partner with AWS teams to understand services and pricing.
• Advise on competitive deal terms and guidance.
• Facilitate alignment with stakeholders to resolve conflicts.

Skills

Financial modeling

Deal structuring

Stakeholder engagement

Strategic thinking

Job description

Strategic Customer Engagements, Deal Team - Specialized

Job ID: 10441394 | 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 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. 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.
• 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.

Location & Compensation

• 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 annuallyUSA, 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

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