Senior Deal Lead

At AWS, the Global Deal Strategy and Programs (GDSP) team drives cloud adoption and business growth through innovative pricing strategies. The Strategic Customer Engagements (SCE) team is seeking a senior Deal Lead to drive engagement and lead the various critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure) for Strategic Collaborations. This role has EMEA responsibility, is highly partner and customer facing, and will work closely with Amazon customers, partners, Partner Network (APN) programs teams, partner segment leaders, and sales leaders.

Responsibilities

• Act as trusted advisor and thought leader in the development of the strategy and execution of the sales and GTM deal cycle for strategic, complex, or highly competitive partner and channel opportunities.
• Collaborate with finance and analytics teams to produce financial models, risk assessments, and performance metrics that will guide each deal, ensuring data-driven decision-making and scalability.
• Facilitate alignment and effective AWS communication within the sales team and internal/external key partners/customers and promptly resolve any conflicts to encourage harmonious and productive interaction.
• Continuously monitor and analyze industry trends and competitive landscapes to inform deal strategy and identify high-potential opportunities.

Requirements

• Experience in technology sales with customers and partners, and developing Go To Market (GTM) strategic collaborations.
• Proven collaborator across multiple stakeholders including engaging at partner/customer C-suite levels.
• Strong background in high-stakes customer negotiations, including commercial aspects of the deal structure.
• Ability to distill business objectives in service of developing and executing deal structures that maximize the value of the opportunity for both customers and AWS.

Work Conditions
This role involves engaging with commercial and public sector customers on deal strategy, structuring, and negotiations through contractual closure for transformational, strategic, large, complex, and/or highly competitive opportunities.