Strategic Customer Engagements, Deal Team - Specialized, SCE
Posted 1 day 11 hours ago by Amazon
Job ID: AWS EMEA SARL (UK Branch)
Amazon Web Services (AWS) is seeking a Deal Specialist for the Strategic Customer Engagements (SCE) team. This is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS and to establish AWS as their key cloud technology provider.
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. You will create actionable strategies, develop and shape opportunities, and lead large, complex, or highly competitive deal engagements through negotiations and closure. You will continuously pressure-test whether those frameworks still reflect the environment in which you are operating.
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 sustainable and scalable frameworks that impact customer outcomes.
- Inspire and influence key internal stakeholders, experts, and other indirect resources to remove barriers, drive efficiencies, 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.
- Cultivate best practices through analysis and reporting in support of continuous improvements.
- Proactively re-evaluate existing processes and decision-making frameworks: build scalable mechanisms, test the assumptions behind them, and evolve them as conditions change.
You will lead deal engagements through qualification, negotiation, and closure. You will work with field sales executives and internal stakeholders to shape opportunities and remove blockers. You will partner with AWS Service teams to understand their business and technical priorities and translate those into scalable commercial models. You will build new mechanisms that drive outcomes at scale and assess existing mechanisms to determine if they are still required and relevant.
Basic Qualifications- Experience working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure.
- Experience formulating competitive financial models (e.g., cash flow, NPV, deal comparisons, etc.) to use as comparative tools to grow opportunities.
- Experience leading cross-functional teams to establish strong partnerships with demonstrable results.
- Experience influencing internal and external stakeholders.
- Experience that includes strong analytical skills, attention to detail, and effective communication abilities.
- Bachelor's degree or equivalent.
- Proven expertise in building financial and pricing models to support competitive strategic, large, complex or highly competitive deals, or proven expertise in building financial models leveraged to support equivalent business outcomes.
- Experience establishing metrics for measurement of engineering and operational excellence.
- Direct field experience in working with enterprise or commercial accounts.
- Experience in project managing high-performance, highly-available and scalable systems.
- Advanced degree in a Quantitative Field, MBA, or equivalent relevant experience.
- Strong written and verbal communication skills with an emphasis on delivering high quality documents.
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. We make recruiting decisions based on your experience and skills. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, please contact your recruiting partner.