Strategic Customer Engagements Deal Lead

Strategic Customer Engagements Deal Lead

DESCRIPTION

Amazon Web Services (AWS) is seeking a member for the Strategic Customer Engagements (SCE) team. This is a unique opportunity to own AWS customer relationships, identify and execute strategic opportunities, impacting the growth of AWS (EMEA/DACH/CIS), and establishing AWS as their key cloud technology provider.

As a member of the SCE team, you are responsible for managing the end to end Deal Cycle for strategic, large, complex, or highly competitive deals. You focus on earning trust with your customer(s) by creating actionable strategies, developing and shaping opportunities, and leading deal engagements through negotiations and closure. This highly visible role owns alignment with C-level executives, IT teams, and multiple lines of business 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 work collaboratively to drive results by partnering with AWS customers, AWS field sales executives, and other internal stakeholders to empower our customer(s) to evolve, address challenges, and create innovative solutions.
You are ultimately responsible for the partnership, growth, and innovation of the AWS/Customer relationship and will build and maintain strategic executive relationships, develop and manage opportunities, monitor deployment projects, and engage virtual resources.

Key Responsibilities:

1. Own negotiations and customer closure for strategic, large, complex or highly competitive deals.
2. Lead, grow, and develop a multi-layer, international team, collaborating with appropriate AWS resources (Executives, Solution Architects, Business Development, Partners, Support, Marketing, Service teams and Professional Services) to support the customer interests.
3. Drive revenue growth and Cloud adoption.
4. Closely collaborate with key stakeholders across the organization for regional sales teams, and related regional and global stakeholders (Service Teams, Finance, Legal, etc.).
5. 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.
6. Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes.
7. Develop strategies for pricing and discounts; effectively communicate and identify deal blockers.
8. Lead or support presentation of deal proposals to Customers.
9. Work at the most strategic level with the customer, implementing a broad strategy for customer adoption, acceptance, and service implementation.

BASIC QUALIFICATIONS

1. Proven success managing regional cloud transformation programs, including Strategy Planning, Execution, aligning with C-level executives and board members, across DACH/CEE/CIS.
2. Experience executing and landing global enterprise agreements, governance and investment opportunities across DACH/CEE/CIS.
3. Deep experience working with a Global Independent Software Vendor (ISV) organization, including a track record of success with sell-to, sell-with, and co-engineering initiatives.
4. An in-depth understanding of SAP solutions.
5. Proven ability to acquire and scale large, global accounts, within large industries such as Automotive, Manufacturing, Energy, Banking, and other.
6. Ability to successfully lead accounts above 50+ million USD.
7. Language skills: fluency in English and German and Russian or one of the CIS country languages.
8. A University degree in a technical field such as computer science.
9. Available to be based out of the Munich office with travel requirements up to 40%.
10. 15 + years demonstrated success working with customers on direct sales, substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through to closure.
11. 15+ 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.

PREFERRED QUALIFICATIONS

1. Experience leading managers and individual contributors in functions such as solution architecture, customer success, inside sales, business development, specialized sales, marketing, professional services, and premium support, to ensure holistic customer engagement and satisfaction across all business units and subsidiaries of a single, global account.
2. Understanding of the technology ecosystem.
3. Owning an extensive network of relationships and customer accounts within DACH/CEE/CIS.

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, protected veteran status, disability, age, or other legally protected status.