Strategic Customer Engagements Deal Lead, EMEA
4 weeks ago
AWS is seeking a Senior Deal Negotiator for the Strategic Customer Engagements (SCE) team. This is a unique opportunity to engage with AWS customers on large, complex and strategic deals, to increase the growth of AWS and to establish AWS as our customers' key cloud technology provider.
As a Senior Deal Negotiator, you will work with customers and internal stakeholders to communicate and negotiate complex deal terms, build consensus, and close commercial transactions. In this customer facing role, you will focus on AWS Private Pricing Agreements (PPAs) to understand customer positions, review and simplify complex scenarios, and craft elegant deal solutions. You will be involved in the critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure) and work with C-level executives, IT, and various lines of business to meet their business outcomes, and enable publicly referenceable private pricing deals as well as go-to-market, pan-Amazon, and other strategic relationships.
On a daily basis, you will partner with AWS customers, AWS field sales and other internal stakeholders to empower our customers to rapidly grow, address their challenges, and create innovative solutions. You will earn trust with customers by creating 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
• Engage directly with the customer on commercial and contractual terms, formulate and execute deal strategies, negotiate complex terms to closure.
• Acts as trusted advisor and thought leader in the development of the commercial strategy and shaping the deal; drives the execution phase of the deal cycle (negotiation through to contractual closure) for strategic and complex commercial opportunities.
• Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles in order to achieve desired business outcomes.
• Understands developing trends in the market through analysis, and develops and rolls out best practice initiatives in support of continuous improvement.
• Facilitates alignment and effective AWS communication with internal and external stakeholders (e.g. legal, operations, etc.) and promptly resolves any conflict to encourage harmonious and productive interactions.
About the team
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
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.
We are open to hiring candidates to work out of one of the following locations:
London, GBR
BASIC QUALIFICATIONS
• 12+ years demonstrated success working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size)• 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 deals
• Proven legal expertise on large and complex IT commercial deal terms
• Degree in Law, Business, Economics, Technology or Finance (or equivalent work experience)
PREFERRED QUALIFICATIONS
• Legal qualification preferred• Commercial contract experience within IT/software services
• Knowledge of the Cloud market and AWS
• Fluency in English required: fluency in French or German a plus
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