Strategic Customer Engagements, GTM Deal Lead, GDSP

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 cutting-edge technologies and global clients.

Do you have an aptitude for analyzing opportunities and creating high-impact, innovative business deals? Can you take complex scenarios and simplify them down to the essentials while building consensus across broad stakeholder groups?

Strategic Customer Engagements (SCE) is seeking a senior Deal Lead to drive engagement and lead the various critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure) for Strategic Collaborations. This role has Americas responsibility, is highly partner and customer facing, and will work closely with Amazon customers, partners, Partner Network (APN) programs teams, partner segment leaders, and sales leaders. The ideal candidate will possess a deal strategist and negotiator background, and experience in technology sales with customers and partners, and developing Go To Market (GTM) strategic collaborations, and be a proven collaborator across multiple stakeholders including engaging at partner/customer C-suite levels.

Strategy: This individual will work with the Partner and Account Team to set objectives, analyze key data and ensure executive alignment and governance. The individual will be able to provide advice on the competitive situation, create an actionable strategy, and lead engagement with the customer.

Structure: You will be able to distill business objectives in service of developing and executing deal structures that maximize the value of the opportunity for both customers and AWS.

Negotiations: You will be experienced with high-stakes customer negotiations, including commercial aspects of the deal structure. The individual understands the impact of business terms and pricing and can provide alternative solutions to ensure alignment across internal and external stakeholders.

Closure: Will be able to bring to closure, in partnership with the customer and partner/account team and legal teams, any contractual/legal matters for the deal, including briefing senior management.

Key job responsibilities
• Act as trusted advisor and thought leader in the development of the strategy and execution of the sales and GTM deal cycle (strategy, structuring, negotiation, and closure) for strategic, complex, or highly competitive partner and channel opportunities.
• Collaborate with finance and analytics teams to produce financial models, risk assessments and performance metrics that will guide each deal, ensuring data-driven decision-making and scalability.
• Dive Deep into customers’ business needs and obstacles, tailoring deal structures that are mutually beneficial to all parties.
• Inspire and influence internal stakeholders, experts and other resources not under direct control, proactively removing obstacles to drive deal momentum and deliver seamless execution.
• Facilitate alignment and effective AWS communication within sales team and internal/external key partners/customers and promptly resolve any conflicts to encourage harmonious and productive interaction.
• Continuously monitor and analyze industry trends and competitive landscapes to inform deal strategy and identify high-potential opportunities.
• Ensure disciplined sales methodology application across management groups, resulting in consistent and accurately forecasted financial results.
• Cultivate best practices through analysis and reporting in support of continuous improvement.
• Work with key internal stakeholders (e.g. AWS Partner Organization, finance, operations, legal, etc.) as needed.

A day in the life
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.

About the team
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred 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.

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 we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

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 and 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. - 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 of technology related sales, business development or equivalent experience
- 5+ years of experience in business consulting, GTM/strategic collaboration deals with technology and/or services partners - Advanced degree or equivalent relevant experience
- Direct field experience and knowledge of AWS products and services
- Demonstrated success in structuring, negotiating, and closing large-scale, high-impact partnership deals
- Proven track record of managing and streamlining complex processes with a close attention to detail
- Understanding of the Global/SI business model and ISV partnerships
- Strong written and verbal presentation skills and 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.

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 - 187,000.00 - 252,900.00 USD annually
USA, FL, Tampa - 170,000.00 - 230,000.00 USD annually
USA, GA, Atlanta - 170,000.00 - 230,000.00 USD annually
USA, IL, Chicago - 170,000.00 - 230,000.00 USD annually
USA, MA, Boston - 170,000.00 - 230,000.00 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, Herndon - 170,000.00 - 230,000.00 USD annually
USA, WA, Seattle - 170,000.00 - 230,000.00 USD annually