Description

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

Do you have an aptitude for working with customers in competitive and complex sales opportunities? Analyzing customer requests and creating innovative business deals to address these? Taking complex scenarios and simplifying them to fulfill customer outcomes? Building consensus across broad stakeholder groups? Then AWS has an opportunity for you!

Strategic Customer Engagements (SCE) is seeking an individual for the Deal Team to support the rapid growth of the Public Sector business. You will be specifically responsible for working with our customers on private pricing opportunities and RFPs to meet their desired business outcomes while ensuring alignment with AWS business objectives. You will be involved in the critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure).

The ideal candidate will have customer facing experience, be a proven collaborator across internal and external stakeholders, and be a high business judgment individual.

Opportunity Strategy: Partner with broader internal team and work with the customer to help set objectives, analyze key data and ensure executive alignment on the strategy for the opportunity. The individual will be able to provide advice on the competitive situation and create an actionable strategy to meet the outcomes desired by our customers and our business.

Deal Structure: Understanding the desired business objectives and creating a competitive deal structure that maximizes the value of the opportunity. This includes analysis of the historical purchasing patterns by the customer, and understanding of AWS programs that can support achieving customer’s business outcomes.

Negotiations: Experience with customer negotiations focused on the commercial aspects of the deal and associated contractual business terms.

Closure: Will be able to bring the deal to contractual closure, including briefing senior management and managing and coordinating all of the internal and customer stakeholders.

Key job responsibilities

• Lead negotiations and customer closure for strategic, large, complex or highly competitive 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 North America regional public sector 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

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?

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

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 (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

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

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

We are open to hiring candidates to work out of one of the following locations:

Arlington, VA, USA

Basic Qualifications

• 10+ 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

• 10+ 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

• Bachelor degree in Business, Economics, Technology or Finance (or equivalent work experience)

Preferred Qualifications

• Advanced degree or equivalent relevant experience

• Direct field experience in working with enterprise accounts

• Knowledge of AWS products and services

• Excellent written and verbal communication skills

• Fluent English required, other languages a plus

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.