Strategic Customer Engagements, GTM Deal Lead

Overview

Strategic Customer Engagements, GTM Deal Lead

Job ID: AWS EMEA SARL (UK Branch)

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.

Responsibilities

• Strategy: Work with the Partner and Account Team to set objectives, analyze key data and ensure executive alignment and governance. Provide advice on the competitive situation, create an actionable strategy, and lead engagement with the customer.
• Structure: Distill business objectives to develop and execute deal structures that maximize value for both customers and AWS.
• Negotiations: Engage in high-stakes customer negotiations, including the commercial aspects of the deal structure; understand the impact of terms and pricing and propose alternatives to align internal and external stakeholders.
• Closure: Bring contractual/legal matters to closure in partnership with the customer, partner/account team, and legal teams, including briefing senior management.
• Act as trusted advisor and thought leader in the development of strategy and execution of the sales and GTM deal cycle for strategic, complex, or highly competitive opportunities.
• Collaborate with finance and analytics teams to produce financial models, risk assessments and performance metrics to guide each deal.
• Dive deep into customers' business needs to tailor deal structures that are mutually beneficial.
• Influence internal stakeholders and proactively remove obstacles to drive deal momentum and seamless execution.
• Facilitate alignment and effective AWS communication within sales teams and with key partners/customers; resolve conflicts to ensure productive interactions.
• Monitor industry trends and competitive landscapes to inform deal strategy and identify high-potential opportunities.
• Ensure disciplined sales methodology is applied across management groups, with accurate forecasting of financial results.
• Cultivate best practices through analysis and reporting to support continuous improvement.
• Collaborate with internal stakeholders (e.g., AWS Partner Organization, finance, operations, legal) 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. These opportunities span various industry verticals including Financial Services, Telecommunications, Media & Entertainment, Energy, Healthcare Life Sciences, Automotive and Manufacturing, and Public Sector. Engagements may involve Pan-Amazon and AWS go-to-market opportunities, requiring 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, 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 continue to innovate. Our customers range from successful startups to Global 500 companies.

Work and Inclusion

Work/Life Balance - We value work-life harmony and strive for flexibility. Inclusive Team Culture - We foster a culture of inclusion and ongoing learning experiences. Mentorship and Career Growth - We provide knowledge-sharing and career development resources.

BASIC QUALIFICATIONS

• 12+ years of technology-related deal team or complex sales experience
• 5+ years of experience in business consulting, GTM/strategic collaboration deals with technology and/or services partners

PREFERRED QUALIFICATIONS

• Advanced degree or equivalent relevant experience
• Direct field experience and knowledge of AWS products and services
• Proven success in structuring, negotiating, and closing large-scale, high-impact partnership deals
• Experience managing and streamlining complex processes with attention to detail
• Understanding of Global/SI business models and ISV partnerships
• Strong written and verbal presentation skills for cross-functional audiences

Amazon is an equal opportunities employer. We protect privacy and data in accordance with our Privacy Notice. We are an equal opportunity employer and do not discriminate on protected characteristics. If you need a workplace accommodation, visit our accommodations information page for more details.

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