Strategic Customer Engagements, Americas - Strategic Negotiations
Amazon Web Services (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 strategic opportunities, increase the growth of AWS, and to establish AWS as their key cloud technology provider.
As a Senior Deal Negotiator, you will analyze and develop deal terms, review and simplify complex scenarios, and craft elegant deal solutions. You will work with customers and internal stakeholders to define and communicate streamlined deal workflows, build consensus, and close commercial transactions. In this customer-facing role, you will formulate, negotiate and close AWS Private Pricing Agreements (PPAs), navigate the AWS approval process, coordinate critical phases of simultaneous and multiple deal cycles, and ensure consensus with all relevant stakeholders.
You 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.
Key Job Responsibilities
- Execute deal and competitive structures: maximize the value of opportunities consistent with AWS objectives and requirements.
- Advise and provide thought leadership on the execution of competitive commercial, channel, and partner deal opportunities.
- Provide expertise on deal structuring and advise key stakeholders on the impact of deal terms: provide creative solutions to the customer, the AWS sales field, and leadership.
- Engage directly with the customer on commercial and contractual terms.
- Close commercial transactions: brief senior management and coordinate internal and customer stakeholders.
- Facilitate alignment and effective AWS communication. Inspire and influence internal stakeholders, experts, and other indirect resources to remove obstacles, resolve conflict for productive engagements.
Minimum Qualifications
- 10+ years demonstrated success working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through closure.
- 10+ 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.
- 5+ years proven legal expertise on large and complex IT commercial deal terms.
- Bachelor degree in Business, Economics, Technology or Finance (or equivalent work experience).
Preferred Qualifications
- J.D. Preferred.
- Commercial contract experience within IT/software services.
- Knowledge of the cloud market and AWS.
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128,600/year in our lowest geographic market up to $212,600/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.
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