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Strategic Customer Engagements, Deal Team

2 weeks ago

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

7+ years demonstrated success working with customers on the structuring of substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through closure.
7+ years 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 deals.
3+ years financial modeling.
Bachelor's degree (or equivalent work experience).
Amazon Web Services (AWS) is seeking a member 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. SCE engages directly with customers and AWS leadership to drive cloud initiatives that will accelerate growth, increase efficiency, and unlock new business capabilities.

By collaborating closely with our field sales teams, SCE Deal Specialists at AWS leverage their expertise in deal structuring, negotiating private pricing that drives sustainable growth and value for both our customers and AWS, and strategic methodologies to navigate customer pain points, gain credibility, and effectively partner with the sales organization. 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 global deal team and other Amazon and AWS stakeholders. We are a dynamic team passionate about managing transformational deals.

As a Deal Specialist, you will partner with AWS Service teams to develop commercial business models. You will inspire and influence AWS customers, field sales executives, and other internal stakeholders to empower our customers to address business challenges and develop innovative solutions. As a Deal Specialist, you will create actionable strategies, develop and shape opportunities, and lead large, complex, or highly competitive 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 enable private pricing, go-to-market, pan-Amazon, and other strategic relationships.

Key job responsibilities

  1. Act as trusted advisor and thought leader in the development of commercial strategy and deals: partner in the execution of the deal sales cycle for strategic commercial opportunities.
  2. Partner closely with AWS Service teams to understand services and pricing: create frameworks that impact customer outcomes.
  3. Inspire and influence key internal stakeholders, experts, and other indirect resources to remove barriers and achieve desired business outcomes.
  4. Advise and construct commercial deal terms: understand the competitive landscape and provide deal guidance.
  5. Facilitate alignment and effective AWS communication with internal and external stakeholders to resolve conflict and encourage productive interactions.
  6. Cultivate best practices through analysis and reporting in support of continuous improvements.
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. 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.

Desired Candidate Profile

  1. Advanced degree.
  2. Understanding of the technology ecosystem.
  3. Direct field experience in working with enterprise or commercial accounts.
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