Strategic Customer Engagements, Deal Team - Specialized, SCE

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. As a Deal Specialist 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.



A day in the life
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.

About the team
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, 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.

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

PREFERRED QUALIFICATIONS

- 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 document