Job Title

DescriptionAmazon Web Services (AWS) is seeking a member for the Strategic Customer Engagements (SCE) Public Sector team. This is a unique opportunity to engage with AWS public sector customers on strategic opportunities, increase the growth of AWS (Americas Public Sector), and to establish AWS as their key cloud technology provider. As a member of SCE, you will be responsible for end to end Deal Cycle leadership 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 businesses 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. The ideal candidate will have customer facing experience, be a proven collaborator across internal and external stakeholders, and be a high business judgment individual. Opportunity Strategy: Partner with broader internal team and work with the customer to help set objectives, analyze key data and ensure executive alignment on the strategy for the opportunity. The individual will be able to provide advice on the competitive situation and create an actionable strategy to meet the outcomes desired by our customers and our business. Deal Structure: Understanding the desired business objectives and creating a competitive deal structure that maximizes the value of the opportunity. This includes analysis of the historical purchasing patterns by the customer, and understanding of AWS programs that can support achieving customeru2019s business outcomes. Negotiations: Experience with customer negotiations focused on the commercial aspects of the deal and associated contractual business terms. Closure: Will be able to bring the deal to contractual closure, including briefing senior management and managing and coordinating all of the internal and customer stakeholders. Key job responsibilities u2022 Lead negotiations and customer closure for strategic, large, complex or highly competitive deals. u2022 Develop and shape the overall deal strategy and structure to meet customer business outcome and goals u2022 Contribute to developing AWSu2019s value proposition and solutions u2022 Drive revenue growth and Cloud adoption u2022 Closely collaborate with key stakeholders across the organization for North America regional public sector sales teams, and related regional and global stakeholders (Service Teams, Finance, Legal, etc.) u2022 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 u2022 Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes u2022 Develop strategies for pricing and discounts; effectively communicate and identify deal blockers u2022 Lead or support presentation of deal proposals to Customers About the team Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasnu2019t followed a traditional path, or includes alternative experiences, donu2019t let it stop you from applying. Why AWS? Amazon Web Services (AWS) is the worldu2019s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating u2014 thatu2019s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses. Inclusive Team Culture Here at AWS, itu2019s 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. Mentorship & Career Growth Weu2019re continuously raising our performance bar as we strive to become Earthu2019s Best Employer. Thatu2019s why youu2019ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional. 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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, thereu2019s nothing we canu2019t achieve in the cloud.Basic Qualificationsu2022 8+ 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 closure u2022 8+ 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 deals u2022 Bachelor degree in Business, Economics, Technology or Finance (or equivalent work experience)Preferred Qualificationsu2022 Advanced degree or equivalent relevant experience u2022 Direct field experience in working with enterprise accounts u2022 Knowledge of AWS products and services u2022 Excellent written and verbal communication skills Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. 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 Companyu2019s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit for more information. If the country/region youu2019re applying in isnu2019t listed, please contact your Recruiting Partner. Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128,600/year in our lowest geographic market up to $212,600/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. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. 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 . This position will remain posted until filled. Applicants should apply via our internal or external career site.