Strategic Customer Engagements Deal Lead, SCE, EMEA

Overview

Strategic Customer Engagements Deal Lead, SCE, EMEA - Job ID: AWS EMEA SARL (UK Branch)

At AWS, the Global Deal Strategy and Programs (GDSP) team drives cloud adoption and business growth through pricing strategies. The organization comprises two specialized teams: Strategic Customer Engagements (SCE), which guides transformative deals with industry leaders, and Private Pricing Programs & Experiences, which scales pricing solutions across our customer base. Within GDSP, you will develop deep expertise in cloud economics, hone strategic thinking, and directly impact AWS's market leadership while working with technologies and global clients.

Amazon Web Services (AWS) is seeking a member for the Strategic Customer Engagements (SCE) team. This is an opportunity to engage with AWS customers on strategic opportunities, increase AWS growth, and establish AWS as their key cloud technology provider.

As a member of SCE, you will be responsible for managing the end-to-end Deal Cycle for strategic, large, complex or highly competitive deals. You will focus on earning trust with customers by creating actionable strategies, developing and shaping opportunities, and leading 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 adoption of AWS services, and enable private pricing, go-to-market, pan-Amazon, and other strategic relationships. You will work collaboratively to drive results by partnering with AWS customers, AWS field sales executives, and other internal stakeholders to empower our customers to evolve, address challenges, and create innovative solutions.

Key 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 outcomes and goals.
• Contribute to developing AWS's value proposition and solutions.
• Drive revenue growth and cloud adoption.
• Collaborate with key stakeholders across the organization for EMEA regional 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: 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.

Why AWS: Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and continue to innovate.

Qualifications BASIC QUALIFICATIONS

• 10+ years of 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.
• 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.
• Understanding of the technology ecosystem.
• Fluency in English required; multilingual a plus.

Amazon is an equal opportunities employer. We believe that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Privacy notices apply to how we collect and process candidate data.

Our equal opportunity commitments include protecting veteran status, disability, or other legally protected statuses. If you require a workplace accommodation during the application process, please visit the accommodations page for more information.

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