Description

Global Services (GS) plays a central role in our customers’ transformative cloud journeys, deeply integrating people expertise and technology capabilities at scale to shape customers’ end-to-end experiences with AWS. Across our key customer adoption success services - Training & Certification, Professional Services, Support Operations, Managed Services and Security - our builders make an impact every day across millions of individuals and thousands of customers ranging from Start-ups to Enterprises. Together with AWS Partners, our work enables and accelerates customers, unlocks value, drives AWS adoption, and helps transform businesses and public sector organizations across the globe, and we are propelled by our pursuit to be a differentiator when customers are evaluating cloud providers. The impact Global Services has on customers is as diverse as it is significant, helping them upskill their workforce, and with landing, operating, modernizing, and transforming their workloads on AWS, with value-add partners and security embedded throughout.

The Global Services Deal Lead (GSDL) is a global member of the Global Services Deals Engine (GSDE) organization, residing within GS Go-To-Market (GTM). The GSDL is responsible for building / executing packaged GS solutions and/or specialized commercial deal strategies required for winning GS business across World Wide Commercial and Public Sectors (WWCS and WWPS). This is a unique opportunity to drive Go-To-Market (GTM) with customers across all phases of their cloud journeys, unlocking opportunities for high-growth and scale both for AWS and customers.

You will partner with leaders across Sales and GS GTM to unlock and grow GS business, with the GSDL engaged when there is either a need to package specialized GS solutions and/or deliver seamlessly across multiple GS organizations. For such deals, GSDL will partner with GTM teams on GS solution sell-through and executing deal investment & pricing strategies to enable a one-GS win strategy. You will collaborate across GS GTM teams including broader Business Development organizations, Sales, Product, Offerings, Finance, Legal, and Operations to negotiate, make trade-offs, and carve paths to enable success of the new GS GTM. This individual has a high aptitude for navigating ambiguity, a strong backbone to influence and negotiate with both internal and external stakeholders and customers, and the tenacity to carve pathways for the team, delivering short, mid, and long-term results.

The right candidate will have demonstrated experience leading complex pursuits & developing commercial strategies, with a superior track record of customer/deal wins at a technology products and services organization. Experience with AWS services and how various capabilities in Global Services help drive adoption of AWS will also be very helpful for a fast-start. The role will need a strong consulting/advisory background, analytical acumen, synthesis, structuring, and problem-solving skills to translate ambiguous and incomplete information into actionable plans and deliver results. The role will need to be ‘right a lot’, have bias for ‘invent and simplify’, and ‘insist on the highest standards.’ Demonstrated experience in business development, cross-functional stakeholder management and alignment, strong communications and influencing skills, a customer-obsessed, collaborative approach, and strong data/metrics bias is needed to be successful in this role.

Key job responsibilities

• Collaborate cross-functionally to drive demand planning activities for GS pursuits tied/adjacent to Private Pricing Agreements (PPA) and/or stand-alone opportunities. Key activities include uncovering customer objectives, assessing GS opportunity size and identifying GS value-add (solutioning & commercials, or primarily commercials). For select pursuits, GSDL to also develop & maintain GS demand plan and associated win strategy, and sell-through proposed GS solution.

• Develop and execute specialized deal strategies, including: triaging of GS solution, pricing, investments, mental models, deal modeling, deal approval policies, deal margin KPIs. Similar responsibility will be required for GS coverage withing select AWS Growth Initiative mechanisms (i.e. T2K, VMCCO).

• Identify and capitalize on opportunities to leverage new GS GTM motions (packaged solutions & investment strategies) to unlock incremental GS business and expedite deal execution.

• Experiment with deal strategies, measure results, and drive reinvestment and disinvestment where appropriate to empower optimal scalability.

• Influence stakeholders to remove barriers to success (i.e. one GS voice during customer pursuits, negotiations, drive new product/pricing/offering iterations).

• Influence and contribute to Director, VP, and SVP level goal achievement across all GS GTM teams.

About the team

ABOUT AWS:

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.

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.

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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 (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

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Basic Qualifications

• 10+ years of relevant experience in GTM/BD/Sales/Product roles at a technology products/services company

• 5+ years of experience in deal/commercial roles at a technology products/services company with demonstrated results

• Experience in global or world-wide roles, including international experience

Preferred Qualifications

• Strong interpersonal, communication, and influencing skills (both written and verbal). Experience communicating with both technical and non-technical stakeholders across multiple teams

• Adept at executing cross-functionally and up and down AWS internal, customer and partner orgs. Ability to effectively lead and work with a variety of teams, management levels, cultures, and personalities as part of a GTM strategy or customer pursuit

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. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $133,200/year in our lowest geographic market up to $220,200/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. Amazon is a total compensation company. 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. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.