Strategic Customer Engagements, GTM Deal Lead, GDSP
Job ID: 10439453 | Amazon Web Services, Inc.
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 scale and optimize 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.
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, experience in technology sales with customers and partners, and a proven ability to develop Go‑To‑Market (GTM) strategic collaborations, collaborating across multiple stakeholders and engaging at partner/customer C‑suite levels.
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: Handle high‑stakes customer negotiations, including commercial aspects of the deal structure. Understand the impact of business terms and pricing, and provide alternative solutions to ensure alignment across internal and external stakeholders.
Closure: Bring the deal to closure in partnership with the customer, partner/account team and legal teams, including briefing senior management.
Key Job Responsibilities
- Act as trusted advisor and thought leader in the development of the strategy and execution of the sales and GTM deal cycle for strategic, complex, or highly competitive partner and channel opportunities.
- Collaborate with finance and analytics teams to produce financial models, risk assessments and performance metrics that guide each deal, ensuring data‑driven decision‑making and scalability.
- Dive deep into customers’ business needs and obstacles, tailoring deal structures that are mutually beneficial to all parties.
- Inspire and influence internal stakeholders, experts and other resources not under direct control, proactively removing obstacles to drive deal momentum and deliver seamless execution.
- Facilitate alignment and effective communication within the sales team and key partners/customers, promptly resolving conflicts to encourage harmonious and productive interaction.
- Continuously monitor and analyze industry trends and competitive landscapes to inform deal strategy and identify high‑potential opportunities.
- Ensure disciplined sales methodology application across management groups, resulting in consistent and accurately forecasted financial results.
- Cultivate best practices through analysis and reporting in support of continuous improvement.
- Work with key internal stakeholders (e.g., AWS Partner Organization, finance, operations, legal, etc.) as needed.
Basic Qualifications
- Experience 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 of technology‑related sales, business development or equivalent 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.
- Demonstrated success in structuring, negotiating, and closing large‑scale, high‑impact partnership deals.
- Proven track record of managing and streamlining complex processes with close attention to detail.
- Understanding of the Global/SI business model and ISV partnerships.
- Strong written and verbal presentation skills and the ability to articulate complex concepts to cross‑functional audiences.
Amazon 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. 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.
