Deal Lead - Americas, Startups

Description

Amazon Web Services (AWS) is seeking a Deal Lead 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 such as GenAI. 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. 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.

As a Deal Lead, you will be responsible for managing the end-to-end deal cycle for strategic, large, complex, or highly competitive deals. You will focus on building 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 engagement with customer 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, 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 create innovative solutions.

Key job responsibilities
- Lead negotiations and drive customer closure for strategic, large, complex, or highly competitive deals, including GenAI opportunities, managing the end-to-end deal cycle from strategy through contractual completion
- Develop and shape overall deal strategy, structure, and pricing approaches to meet customer business outcomes and goals, while identifying and resolving deal blockers
- Collaborate closely with Americas regional sales teams and global stakeholders — including Service Teams, Finance, and Legal — to align resources, remove obstacles, and achieve desired business outcomes
- Act as a trusted advisor to AWS Field Sales Executives on commercial strategy, partnering in the execution of the sales cycle for strategic and highly competitive opportunities
- Present deal proposals to customers and communicate the AWS value proposition, influencing alignment with internal stakeholders and experts to drive revenue growth and cloud adoption

A day in the life
Your primary focus is guiding complex, high-value deals from initial strategy through signed agreement. You might start the morning reviewing a deal proposal with a solutions architect, then join a call with a customer's procurement team to work through commercial terms. After lunch you could be collaborating with Finance and Legal to finalize pricing structures, followed by preparing a narrative for senior leadership on a competitive opportunity. Throughout, you balance independent analysis with real-time collaboration across sales, service, and business teams to keep deals moving forward.

About the team
The Strategic Customer Engagements team at AWS partners with customers across industries to structure and close some of the most impactful cloud deals in the market. We operate at the intersection of sales strategy, deal structuring, and customer relationships, working alongside field sales, service teams, and cross-functional partners to deliver outcomes that matter. Our team values creative problem-solving, clear communication, and a collaborative approach. We are focused on expanding our reach across the Americas and continuing to help customers accelerate their cloud adoption journey.

Basic Qualifications

- Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals
- 7 + 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
- 7+ 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

Preferred Qualifications

- Advanced degree or equivalent relevant experience
- Direct field experience with enterprise accounts
- Strong written and verbal presentation skills with the ability to articulate complex concepts to cross functional audiences

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.