Genai Deal Lead for Strategic Customer Engagements Sce, Sce

Strong experience in a sales environment working with teams on structuring of strategic, complex opportunities, and/or customer facing in a solution-oriented capacity - Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, and legal. - Proven track record in leading complex technology deals, particularly with startups and high-growth companies. Strong experience working directly with founders and C-level executives in the technology sector. - Experience in structuring deals that align with startup funding cycles and growth trajectories. - Fluent English, other languages a plus

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and unwavering support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.
Amazon Web Services (AWS) is seeking a GenAI Deal Lead for the Strategic Customer Engagements (SCE) team. This is a unique opportunity to drive strategic collaborations with Generative AI startups and innovative technology companies, working directly with founders and executives to establish AWS as their foundational cloud technology provider and accelerate their growth journey.
As a GenAI Deal Lead in SCE, you will be responsible for managing the end-to-end Deal Cycle for strategic, large, and complex deals specifically focused on the Generative AI startup ecosystem. You will build trusted relationships with startup founders and their executive teams, creating actionable strategies, developing opportunities, and leading deal engagements through negotiations and closure. This highly visible role requires deep engagement with startup founders, C-level executives, and technical leaders to achieve business outcomes, increase AWS adoption, and enable strategic relationships that drive mutual growth. You will work collaboratively to understand startup-specific challenges and opportunities, partnering with AWS field sales executives and other internal stakeholders to empower these innovative companies to scale and succeed
Key job responsibilities
- Lead complex negotiations and deal closure with Generative AI startups and innovative technology companies.
- Develop deal strategies and structures tailored to startup growth trajectories and business objectives.
- Work directly with founders and startup executives to understand their technical requirements, business challenges, and growth ambitions.
- Drive revenue growth through strategic partnerships with emerging AI companies.
- Act as a trusted advisor to both startups and internal AWS teams in developing commercial strategies.
- Navigate and align multiple stakeholders across AWS to create founder-friendly deal structures.
- Develop flexible pricing and discount strategies that accommodate startup scaling needs.
- Lead strategic deal presentations to startup founders and investors.

This role requires an individual who can effectively navigate both the technical complexities of Generative AI and the unique business dynamics of the startup ecosystem while driving meaningful partnerships that create value for both AWS and emerging AI companies.
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.
- Advanced degree or equivalent relevant experience - Knowledge of AWS products and services - Deep understanding of the Generative AI landscape, including current trends, technologies, and market dynamics. - Previous ex