Strategic Engagement Deal Lead

1 month ago

Dubai, United Arab Emirates Amazon Web Services EMEA Dubai FZ Branch Full time

Engage with customer to evaluate business issues and requirements and identify key levers to create compelling event assist closure. Advise and construct optimal commercial structure addressing competition and customer requests and business outcomes. Formulate competitive financial models (e.g., cash flow, NPV, deal comparisons, etc.) to use as comparative tools to grow opportunity.

Amazon Web Services (AWS) is looking for a strong Customer Engagements manager within AWS that is a seasoned leader who is able to manage the various critical phases of the cycle in conjunction with various AWS teams, including the Account Team and local leadership. 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 member of SCE, 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 alignment with 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.
**Strategy**: This individual will work with the Account Team analyzing key corporate data (such as Corporate reports, Board Members, eco-system) related to the opportunity being supported, and ensure executive alignment and governance. The individual will be able to provide advice on the competitive situation and create an actionable strategy.
**Structuring**: You will be able understand the business objectives and create a structure that maximizes the value of the opportunity and achieving business objectives.
**Communications**: You will be experienced to advise on customer communications
Key job responsibilities
- Responsible for inspiring and motivating a diverse team in concert with the field focused account manager.
- Act as trusted advisor to account teams.
- Brings thought leadership to market needs, generating competitive advantage on existing markets.
- Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming goals achievement.
- Facilitates alignment and effective AWS communication within account team and internal/external key partners/customers and promptly resolves any conflict to encourage harmonious and productive interaction.
- Facilitates individual growth and development of account management, setting objectives, performance standards and priorities, coaching and acting as role model.
- Languages: English required.

About the team
Diverse Experiences
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 (gender diversity) 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.
- Understanding of cloud computing concepts and the AWS offering. Supports the development of solid references. Successful track record of driving adoption of new and disruptive technologies
- Has a strong understanding and experience working with entities within Public Sector. Understand regulations, public policies, compliance, rules of engagement and ways of doing business in Public Sector, Public Tender processes work.

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