Strategic Customer Engagements Deal Negotiator, GDSPJob ID : 2907528 | Amazon Web Services Australia Pty LtdAmazon Web Services (AWS) is seeking a Deal Negotiator for the Strategic Customer Engagements (SCE) team.SCE is a specialized global deal team that engages 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 such as GenAI. This is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS through APJ, and establish AWS as our customer’s key cloud technology provider. These opportunities range across industry verticals, such as Financial Services, Telecommunications, Media & Entertainment, Energy, Healthcare Life Sciences, Automotive and Manufacturing, and Public Sector, and customer size (from start-ups to enterprise customers). These engagements may also involve Pan-Amazon and AWS go-to-market opportunities requiring close partnership between the SCE global deal team and other Amazon and AWS stakeholders.As a SCE Deal Negotiator, you will negotiate Private Pricing Agreements (PPAs), develop deal negotiation strategies to grow AWS’s business, analyze and develop deal terms, review and simplify complex scenarios, and craft elegant deal solutions. You will work with customers and internal stakeholders to define and communicate streamlined deal workflows, build consensus, and close commercial transactions. In this customer-facing role, you engage with C-level executives, IT teams, and multiple lines of business to achieve business outcomes, increase the adoption of AWS services, and enable private pricing, go-to-market, pan-Amazon, and other strategic relationships.Key job responsibilitiesDevelop overall deal negotiation strategies and negotiate PPAs.Execute deal and competitive structures: maximize the value of opportunities consistent with AWS objectives and requirements.Advise and provide thought leadership on the execution of competitive commercial, channel, and partner deal opportunities.Provide expertise on deal structuring and advise key stakeholders on the impact of deal terms: provide creative solutions to the customer, the AWS sales field, and leadership.Engage directly with the customer on commercial and contractual terms.Close commercial transactions: brief senior management and coordinate internal and customer stakeholders.Facilitate alignment and effective AWS communication. Inspire and influence internal stakeholders, experts, and other indirect resources to remove obstacles and resolve conflicts for productive engagements.BASIC QUALIFICATIONS12+ 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.Significant 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.Proven legal expertise on large and complex IT commercial deal terms.Bachelor's degree in Law, Business, Economics or Finance (or equivalent work experience). Fluent English Language Skills.PREFERRED QUALIFICATIONSCommercial contract experience within IT/software services.Knowledge of the Cloud market and AWS.Acknowledgement of countryIn the spirit of reconciliation, Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.IDE statementAmazon 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, disability, age, or other legally protected attributes.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 here for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
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