Do you have a knack for analyzing business deals, and for developing deal terms that represent a win-win for all parties? Can you take complex scenarios and simplify them down to the essentials, crafting elegant terms that are easy to understand and apply? Are you good at defining and communicating streamlined deal workflows, and building consensus around approaches?
If so, we are looking for a strong Strategic Customer Engagement Lead within AWS that is a seasoned professional who is able to manage the various critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure) in conjunction with the Account Team and local / management. This includes the following phases: Strategy, Deal Structuring, Negotiations and Closure. Your responsibilities will be divided by two main areas: Enterprise Agreements and Enterprise Discount Program, which is the deal construct).
Responsibilities will include the strategy and the execution of Enterprise Agreements and Enterprise Discount Programs (the deal construct). This role will be a highly customer facing role and is responsible with the field for the strategy, execution and closure of the Agreements both with the customer and internally through the AWS approval process, coordinating critical phases of multiple cycles (Strategy, Structuring, Negotiations and Closure).
Will have exceptional skills in the following Deal Execution phases: Deal Strategy, Deal Structuring, Negotiations and Closure.
Strategy: This individual will work with the Account Team to set objectives, analyze key corporate data (such as Corporate reports, Board Members, eco-system), and ensure executive alignment and governance. The individual will be able to provide advice on the competitive situation and create an actionable strategy to execute the deal.
Deal Structuring: You will be able understand the business objectives and create a deal structure that maximizes the value of the opportunity and achieving’s business objectives. The individual works with the Account Team on the opportunity to establish the Bill of Material and Commercial Structure based on various factors: competitive situation, historical purchasing pattern by customer, size of project, and timing. Based on this, the individual can work with the account team to prepare and, in conjunction, present the proposal.
Negotiations: You will be experienced to be involved with or advise on customer negotiations, including commercial aspects of the deal structure. The individual understands the impact of terms that impact Revenue Recognition, Pricing, Legal, etc. and provide alternative solutions to the Customer (or Account Team).
Closure: Will be able to assist the Account Team and customer in final closure of any contractual/legal issues for the deal, including assisting on briefing senior management on issues and driving approvals.
Candidates must have the ability to:
Amazon Web Services (AWS) State and Local Government is leading a paradigm shift in how is cloud is transforming the delivery of citizen services and is looking for world class candidates to lead and manage programs to drive the adoption of cloud technologies in the SLG market. Do you have the business savvy, industry expertise and execution focus to drive internal alignment coupled with the design of go to market strategies to position Amazon as the solution provider of the future?
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