Amazon
Strategic Customer Engagements ACDC Deal Lead
Amazon, Seattle, Washington, us, 98127
Strategic Customer Engagements ACDC Deal Lead
Amazon Web Services (AWS) is seeking a Deal Lead for the Strategic Customer Engagements (SCE) team to help our customers accelerate out of their datacenters.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. AWS is focusing on bringing even more of our innovative products and services to a wider array of customers, faster than ever. To accomplish this goal, SCE is working with our customers to evaluate how we can accelerate moving Customer’s workloads faster to the AWS cloud (i.e., Accelerate to the Cloud from your Data Center (ACDC)).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.As a SCE ACDC Deal Lead, you will be responsible for developing the end-to-end holistic project strategy, including the implementation, modernization and value proposition to accelerate the customers AWS cloud adoption, and building a compelling business case for the Customer’s C-Suite. In addition, you will be responsible for managing the end-to-end Deal Cycle for strategic, large, complex or highly competitive deals. You will focus on earning 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, pan-Amazon, and other strategic relationships. You will work collaboratively to drive results by partnering with AWS customers, AWS field sales executives, AWS Partners and other internal stakeholders to empower our customers to evolve, address challenges, and to create innovative solutions.Key job responsibilitiesLead negotiations and customer closure for strategic, large, complex or highly competitive dealsDevelop the optimum implementation strategy for the customers to accelerate move to the cloud and this cover a 360 view of the project including but not limited to: 1) identify with the ProServe or partner team the optimal migration project balancing the re-platforming, modernization and refactoring needs 2) identify a mitigation plan for other direct or indirect blockers (e.g. internal team skillsets and training, assets or other contractual dependencies) and 3) identify the drivers to improve the holistic business case for the customer enabling a faster move to the cloud.Develop and shape the overall deal strategy and structure to meet customer business outcome and goalsQualify and shape the customer business case to ensure viable deal commercials for all stakeholdersContribute to developing AWS’s value proposition and solutionsDrive revenue growth and Cloud adoptionClosely collaborate with key stakeholders across the organization for (Americas/EMEA/APJ) regional sales teams, and related regional and global stakeholders (Service Teams, Finance, Legal, etc.)Act as a trusted advisor in the development of the commercial strategy of deals with AWS Field Sales Executives: partner in the execution of the sales cycle for strategic, complex, or highly competitive commercial opportunitiesInspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomesDevelop strategies for pricing and discounts; effectively communicate and identify deal blockersLead or support presentation of deal proposals to CustomersMinimum Qualifications12 + 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 closure12+ 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 dealsBachelor degree in Business, Economics, Technology or Finance (or equivalent work experience)Advanced degree or equivalent relevant experienceKnowledge of AWS products and servicesExcellent written and verbal communication skillsAmazon 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.
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Amazon Web Services (AWS) is seeking a Deal Lead for the Strategic Customer Engagements (SCE) team to help our customers accelerate out of their datacenters.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. AWS is focusing on bringing even more of our innovative products and services to a wider array of customers, faster than ever. To accomplish this goal, SCE is working with our customers to evaluate how we can accelerate moving Customer’s workloads faster to the AWS cloud (i.e., Accelerate to the Cloud from your Data Center (ACDC)).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.As a SCE ACDC Deal Lead, you will be responsible for developing the end-to-end holistic project strategy, including the implementation, modernization and value proposition to accelerate the customers AWS cloud adoption, and building a compelling business case for the Customer’s C-Suite. In addition, you will be responsible for managing the end-to-end Deal Cycle for strategic, large, complex or highly competitive deals. You will focus on earning 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, pan-Amazon, and other strategic relationships. You will work collaboratively to drive results by partnering with AWS customers, AWS field sales executives, AWS Partners and other internal stakeholders to empower our customers to evolve, address challenges, and to create innovative solutions.Key job responsibilitiesLead negotiations and customer closure for strategic, large, complex or highly competitive dealsDevelop the optimum implementation strategy for the customers to accelerate move to the cloud and this cover a 360 view of the project including but not limited to: 1) identify with the ProServe or partner team the optimal migration project balancing the re-platforming, modernization and refactoring needs 2) identify a mitigation plan for other direct or indirect blockers (e.g. internal team skillsets and training, assets or other contractual dependencies) and 3) identify the drivers to improve the holistic business case for the customer enabling a faster move to the cloud.Develop and shape the overall deal strategy and structure to meet customer business outcome and goalsQualify and shape the customer business case to ensure viable deal commercials for all stakeholdersContribute to developing AWS’s value proposition and solutionsDrive revenue growth and Cloud adoptionClosely collaborate with key stakeholders across the organization for (Americas/EMEA/APJ) regional sales teams, and related regional and global stakeholders (Service Teams, Finance, Legal, etc.)Act as a trusted advisor in the development of the commercial strategy of deals with AWS Field Sales Executives: partner in the execution of the sales cycle for strategic, complex, or highly competitive commercial opportunitiesInspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomesDevelop strategies for pricing and discounts; effectively communicate and identify deal blockersLead or support presentation of deal proposals to CustomersMinimum Qualifications12 + 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 closure12+ 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 dealsBachelor degree in Business, Economics, Technology or Finance (or equivalent work experience)Advanced degree or equivalent relevant experienceKnowledge of AWS products and servicesExcellent written and verbal communication skillsAmazon 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.
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