Amazon Web Services (AWS) is seeking a Deal Lead for the Independent Software Vendor (ISV) segment for Strategic Customer Engagements (SCE) team.

SCE is a specialized global deal team that engages with commercial and public sector customers and partners 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 ISV customers and partners on strategic opportunities, increase the growth in AWS Americas ISV segment, and to establish AWS as their key cloud technology provider. 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 SCE 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 earning trust with customers and partners 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/partner C-level executives, IT teams, Alliance leaders, 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 and partners, AWS field sales executives, and other internal stakeholders to empower our customers to evolve, address challenges, and to create innovative solutions.


Key job responsibilities
* Lead negotiations and customer closure for strategic, large, complex or highly competitive deals
* Develop and shape the overall deal strategy and structure to meet customer business outcome and goals
*Contribute to developing AWS’s value proposition and solutions
*Drive revenue growth and Cloud adoption
*Closely collaborate with key stakeholders across the organization for ISV Americas segment 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 and Partner Executives: partner in the execution of the sales cycle for strategic, complex, or highly competitive commercial opportunities
*Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes
*Develop strategies for pricing and discounts; effectively communicate and identify deal blockers
*Lead or support presentation of deal proposals to Customers


About the team
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.

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.

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 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.