Strategic Customer Engagements Deal Lead, SCE, EMEA
Job ID: 2925633 | AWS EMEA SARL (UK Branch)
Amazon Web Services (AWS) is seeking a Strategic Customer Engagements (SCE) Deal Lead. 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.
As a member of SCE, 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 alignment with 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, and other internal stakeholders to empower our customers to evolve, address challenges, and to create innovative solutions.
Key job responsibilities
1. Lead negotiations and customer closure for strategic, large, complex or highly competitive deals.
2. Develop and shape the overall deal strategy and structure to meet customer business outcome and goals.
3. Contribute to developing AWS’s value proposition and solutions.
4. Drive revenue growth and Cloud adoption.
5. Closely collaborate with key stakeholders across the organization for EMEA regional sales teams, and related regional and global stakeholders (Service Teams, Finance, Legal, etc.).
6. 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 opportunities.
7. Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes.
8. Develop strategies for pricing and discounts; effectively communicate and identify deal blockers.
9. Lead or support presentation of deal proposals to Customers.
BASIC QUALIFICATIONS
· 10+ years experience in a sales environment working with teams on structuring of strategic, complex opportunities, and/or customer facing in a solution-oriented capacity. Demonstrated success in leading large, strategic, complex deals from opportunity to closure.
· Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, and legal. Strong analytical and presentation skills and the ability to articulate complex concepts to cross-functional audiences. Fluency in English required.
PREFERRED QUALIFICATIONS
· Advanced degree or equivalent relevant experience. Direct field experience in working with enterprise accounts.
· Knowledge of AWS products and services and excellent written and verbal communication skills.
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