SCE Leader ASEAN, AWS GDSP
Amazon Web Services•Published 1 days ago•First seen 18 hours ago
Amazon Web Services (AWS) is seeking a Deal Lead Manager 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 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.
Key Job Responsibilities:
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.
Key Job Responsibilities:
- Lead, build, and develop a team that leads and manages large, competitive, strategic deals.
- Proactively engage in career development and thoughtful performance management of a team
- Develop and shape the overall deal strategy and structure to meet customer business outcome and goals
- Lead negotiations and customer closure for strategic, large, complex or highly competitive deals.
- Contribute to developing AWS’s value proposition and solutions to drive revenue growth and Cloud adoption
- Develop strategies for pricing and discounts; effectively communicate and identify deal blockers
- For key deals and escalations, take a leadership role in developing the winning strategy, coaching the field team, and managing the SCE Deal team
- 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
Basic Qualifications
- Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or a related field
- 8+ years of managing a high caliber team experience
- Experience working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure
- 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
Preferred Qualifications
- Knowledge of AWS Infrastructure
- Experience using strong customer service, communication, and interpersonal skills
- Experience developing and managing a high-performing team
- 12 + 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
- 12+ 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