SCE - Deal Lead, Startups

Amazon Web Services (AWS) is seeking a Deal Lead for the Strategic Customer Engagements (SCE) team. 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 (Americas/EMEA/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. 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 job responsibilities* Lead negotiations and customer closure for strategic, large, complex or highly competitive GenAI 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 (Americas/EMEA/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 CustomersBasic 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- 12 + years 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- 12+ years of 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 dealsPreferred qualification - Advanced degree or equivalent relevant experience- Direct field experience with enterprise accounts- Strong written and verbal presentation skills with the ability to articulate complex concepts to cross functional audiencesAmazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at .USA, CA, Irvine - 170,000.00 - 230,000.00 USD annuallyUSA, CA, San Francisco - 187,000.00 - 252,900.00 USD annuallyUSA, IL, Chicago - 170,000.00 - 230,000.00 USD annuallyUSA, NJ, Jersey City - 187,000.00 - 252,900.00 USD annuallyUSA, NY, New York - 187,000.00 - 252,900.00 USD annuallyUSA, TX, Austin - 170,000.00 - 230,000.00 USD annuallyUSA, TX, Dallas - 170,000.00 - 230,000.00 USD annuallyUSA, VA, Arlington - 170,000.00 - 230,000.00 USD annuallyUSA, VA, Herndon - 170,000.00 - 230,000.00 USD annuallyUSA, WA, Seattle - 170,000.00 - 230,000.00 USD annually