SCE Deal Lead APJ, GDSP
– Amazon Web Services (AWS)
Amazon Web Services (AWS) is seeking a Deal Lead for the Strategic Customer Engagements (SCE) team focusing on the ANZ market. 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 APJ, and to establish AWS as their key cloud technology provider. These opportunities range across industry verticals, such as Financial Services, Telecommunications, Media & Entertainment, Energy, Healthcare Life Sciences, Automotive and Manufacturing, and Public Sector, and customer size (from start-ups to enterprise customers). These engagements may also involve Pan-Amazon and AWS go-to-market opportunities involving close partnership between the SCE team and other Amazon and AWS stakeholders.
As a SCE Deal Lead, you will be responsible for managing the end-to-end deal cycle for strategic, large, complex or highly competitive deals across APJ. 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 engagement with customer C-level executives, IT teams, and multiple lines of business to achieve business outcomes, increase the adoption of AWS services, and to 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 to 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 outcome and goals
Contribute to developing AWS's value proposition and solutions
Drive revenue growth and Cloud adoption
Closely collaborate with key stakeholders across the organization for APJ 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
Basic Qualifications
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
Bachelor's degree in Law, Business, Economics, Technology or Finance
12+ years of demonstrated success working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure
Preferred Qualifications
Experience negotiating complex deals with customers and partners or equivalent
Experience effectively communicating complex concepts through written and verbal communication
Knowledge of the AWS product suite
Direct field experience with enterprise accounts
Seniority level
– Mid-Senior level
Employment type
– Full-time
Job function
– Business Development and Information Technology
Industries
– IT Services and IT Consulting
Equal Employment Opportunity
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, please visit content/en/how-we-hire/accommodations
Acknowledgement of Country
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
Company
– Amazon Web Services Australia Pty Ltd – D81
Job ID
– A*******
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