Strategic Customer Engagements, EMEA GTM Deal Lead, GDSP

Overview

As an SCE Deal Lead, you own the end-to-end deal cycle for strategic, large, complex, or highly competitive opportunities with AWS customers. You build trusted relationships with C-level executives and IT teams, shaping deal strategy, pricing, and negotiations to close transformative agreements. You collaborate across regional and global stakeholders to drive cloud adoption and revenue growth, leveraging partnerships within Pan-Amazon and AWS go-to-market initiatives. This role offers high visibility and impact in accelerating AWS as the preferred cloud provider.

Responsibilities

• Lead negotiations and closure for strategic, large, complex, or highly competitive deals
• Develop and shape overall deal strategy and structure to meet customer outcomes
• Contribute to AWS value proposition and solution development
• Drive revenue growth and cloud adoption
• Collaborate with regional sales teams and service, finance, and legal stakeholders
• Act as trusted advisor to develop commercial strategy with AWS Field Sales Executives
• Inspire and align internal stakeholders to remove obstacles
• Develop pricing and discount strategies and identify deal blockers

Key requirements

• 12+ years of experience with strategic, complex software or cloud deals from opportunity to closure
• Experience presenting to and negotiating with C-level executives, IT, lines of business, procurement, finance, and legal stakeholders
• Bachelor degree in Business, Economics, Technology or Finance
• Preferred: advanced degree or equivalent experience
• Direct field experience with enterprise accounts
• Knowledge of AWS products and services
• Strong written and verbal presentation skills

• leadership
• communication
• collaboration
• Knowledge of AWS products and services
• pricing and deal structuring
• negotiation and deal closure

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