Description
We are seeking a Strategic Deal Specialist within the Enterprise Transformation (ET) team in the AWS Partner Organization. Enterprise Transformation team focuses on engaging in strategic pursuits with AWS partners, using innovative and disruptive business models to create multi-year deals that drive substantial value for our customers, partner and AWS.
As a Strategic Deal Specialist, you own pursuit strategy and end to end solutioning for $1B+ strategic partnership pursuits in the IT Outsourcing domain, working with Strategic Systems Integrators. End to end solutioning covers executive engagement, building overall win/win value proposition, ownership of commercial, technical, and contractual problem-solving through deal execution, change management, and M&A/divestiture if applicable. This role will be supported by specialists for various functional areas.
You will co-lead negotiations on large pursuits along with the pursuit leader. To be successful, you will effectively engage with senior customer/partner executives including at C-level, and closely collaborate with multi-functional stakeholders across AWS, including Field Sales, Business Development, Product, Finance, Technical, Marketing, Training, Operations and Legal.
Key job responsibilities
As a Strategic Deal Specialist, you will bring multi-disciplinary experience across business, sales, finance, and/or delivery backgrounds with a leading global consulting or systems integrator, and bring experience solutioning/architecting large strategic deals. You will bring functional proficiency in one or more of the following: pursuit strategy/orchestration, building and position value proposition for IT Outsourcing including transformation (business and tech) with customers, commercial deal construction (including financial business cases), contract negotiations, and navigating competitive sourcing processes with enterprise buyers. You will have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships.
This position requires travel 25% to 40% of the time, as needed.
About the team
Why AWS
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
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 we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
Here at AWS, it’s 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 and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Basic Qualifications
15+ years of Enterprise sales and/or business development focused on IT Outsourcing and/or transformation (business and tech) working with large Enterprise customers and/or Global System Integrator partners
7-10 years of experience with Global System Integrators owning value proposition and end to end solutioning of large deals ($200M - 500M+ TCV deals)
Executive engagement experience to partner with executive leaders on closing large, technical, strategic co-development and partnership engagements.
Functional experience with pursuit strategy/orchestration, IT Outsourcing, commercial deal construction (including financial business cases), and contract negotiations.
Preferred Qualifications
Excellent writing and persuasive speaking skills.
Masters’ Degree in technical or relevant business field.
Influencer who has strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
Experience building business cases for multi-million dollar investments at the C-level.
Experience in using Cloud-led transformation as a value driver in large outsourcing deals.
Experience negotiating deals across varying cultural norms in a truly global business.
Understanding of digital transformation drivers and the technology ecosystems that support them.
Acknowledgement of country:
In 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 statement:
Amazon 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.
