Strategic Engagement Deal Lead (SCE)
Job details
The Ideal Candidate will have experience in providing strategic and complex solutions and will be customer-facing. They should have the ability to formulate, set, and manage strategy with the account team to accelerate the cycle, confirming key decision-makers and their decision-making process. Engage with customers to evaluate business issues and requirements and identify key levers to create compelling events that assist closure. Advise and construct optimal commercial structures addressing competition, customer requests, and business outcomes. Formulate competitive financial models (e.g., cash flow, NPV, deal comparisons, etc.) to use as comparative tools to grow opportunities. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services. Amazon Web Services (AWS) is looking for a strong Customer Engagements Manager within AWS who is a seasoned leader capable of managing various critical phases of the cycle in conjunction with various AWS teams, including the Account Team and local leadership. This is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS, and establish AWS as their key cloud technology provider. As a member of SCE, you will be responsible for managing the end-to-end Deal Cycle for strategic, large, complex, or highly competitive deals. You will focus on earning trust with customers by creating actionable strategies, developing and shaping opportunities, and leading deal engagements through negotiations and closure. This highly visible role will own alignment 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. You will work collaboratively to drive results by partnering with AWS customers, AWS field sales executives, and other internal stakeholders to empower our customers to evolve, address challenges, and create innovative solutions. Key Job Responsibilities:
- Responsible for inspiring and motivating a diverse team in concert with the field-focused account manager.
- Act as a trusted advisor to account teams.
- Bring thought leadership to market needs, generating competitive advantage in existing markets.
- Stay current and informed on all new market trends and campaigns, understanding their objectives and relevance, and applying them across the organization/region.
- Inspire and influence internal stakeholders, experts, and other resources not under direct control, helping to remove obstacles and aim for goal achievement.
- Facilitate alignment and effective AWS communication within the account team and internal/external key partners/customers, promptly resolving any conflict to encourage harmonious and productive interaction.
- Facilitate individual growth and development of account management, setting objectives, performance standards, and priorities, coaching, and acting as a role model.
- Ensure disciplined methodology application across management groups, resulting in consistent and accurately forecasted results.
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