Deal Strategy Leader APJ, AWS Growth Initiatives, Global Business Innovation to Scale

Deal Strategy Leader APJ, AWS Growth Initiatives, Global Business Innovation to Scale

DESCRIPTION
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.
Would you like to be part of a team that is supporting the rapid growth of the Amazon Web Services (AWS) business? AWS is looking for an accomplished Business Desk Leader to lead the global Business Desk team and work with cross functional teams across AWS to support and execute deal shaping and approvals.
We are seeking a dynamic, entrepreneurial leader for the development, implementation and operationalization of scalable mechanisms to drive AWS growth and profitability. The leader will oversee responsibilities in the areas of Deal Pursuits and Reviews, Deal Funding, Finance Operations, Risk Management and Compliance, and Field Enablement.
The ideal candidate will have a demonstrated ability to think strategically and long-term about the needs of complex global businesses. The ideal candidate will have demonstrated abilities to influence AWS decision makers in an advisory approach (preferably through previous business desk, deal desk, sales or similar experience) to progress decision making through deal shaping and approval. They are self-starters who enjoy solving complex problems, work effectively with cross-functional counterparts and thrive in a fast-paced setting that is constantly evolving. Proving you have high judgement, strong capabilities to earn trust, think big, and are comfortable working in ambiguous, highly-visible situations is critical for this position.
A strong bias for action, strategic planning skills, quantitative analysis, and the ability to coordinate and deliver new initiatives across a highly-matrixed organization is essential.

Key job responsibilities

1. Establish/manage the key functions, including deal intake process, engagement framework, deal shaping guide, approval matrix etc.
2. Coach enterprise account teams, structure complex deals and compelling proposals to best address business outcomes of our strategic customers holistically, allocating resources and investments, mitigating risk, driving growth and deal velocity.
3. Ensure investments and allocation of specialized resources meet compliance regulations and profitability guidelines.
4. Support escalations from sales leaders and cross functional area leads to drive effective conflict resolution and decision making with high level of accountability and judgement in fast-paced cycles, monitor progress, and facilitate rapid responses to customer and AWS Partners needs upon agreed SLAs.
5. Provide visibility and insights of blocked pipeline and friction points that inform executive leaders on opportunities to transform the organization to accelerate time to value for our strategic customers and AWS Partners.
6. Define and execute strategies to identify cohorts with high propensity to buy and support sellers to proactively engage.
7. Act as trusted advisor and thought leader to the cross-functional area leadership in the development of commercial strategy and deals structuring.
8. Assess deals patterns to understand the competitive landscape and identify insights for initiative and executive planning.
9. Build strong internal relationships with leaders and counterparts across Amazon's diverse set of businesses including Professional Services, AWS Partner Programs, Operations, Engineering, Legal, Finance, and senior management.
10. Define business requirements and processes to ensure appropriate mechanisms are in place to support sales operations, finance operations, reporting, funding operations management, allocation of specialized resources, weekly rhythm of the business, risk management and compliance.
11. Continuously iterate to improve efficiencies in the utilization of the resources of the team and key stakeholders to drive scale and simplification.

BASIC QUALIFICATIONS

1. Solid experience developing, negotiating and executing commercial agreements with cloud services, and influencing internal and external, technical and sales stakeholders, as well demonstrated success working across cross functional technical leaders, product teams, and business teams to drive customers business outcomes.
2. Understanding of the evaluation, procurement and implementation of complex enterprise solutions involving hyper cloud providers, professional services, third party services and ISV solutions.
3. Experience managing programs or projects at worldwide scale and developing strategies and presenting complex problems breaking them down into simple components that influence leadership decisions across multiple organizations.
4. Relevant experience leading cross-functional groups to structuring and negotiating complex agreements and leading cross functional groups to orchestrate and successfully complete deals.
5. Strong financial acumen with ability to analyze profitability of a long-term partnership and demonstrated ability to structure creative deal terms with high complexity solutions to address key business outcomes across various industries and priorities by line of business leaders.

PREFERRED QUALIFICATIONS

1. Master's degree, or MBA in business, operations, human resources, adult education, organizational development, instructional design or related field.
2. Experience working with cloud migration proposals.
3. Experience working with/for Systems Integrators or ISVs in the cloud landscape.
4. Experience leading data-driven analyses and influencing results.
5. Experience working cross-functionally in a multi-geo organization.