Do you have an aptitude for working with customers in competitive and complex sales opportunities? Analyzing customer requests and creating innovative business deals to address these? Taking complex scenarios and simplifying them to fulfill customer outcomes? Building consensus across broad stakeholder groups? Then AWS has an opportunity for you!

Strategic Customer Engagements (SCE) is seeking an individual for the Deal Team to support the rapid growth of the AWS National Security business. You will be specifically responsible for working with our customers on private pricing opportunities and RFPs to meet their desired business outcomes while ensuring alignment with AWS business objectives. You will be involved in the critical phases of the Deal Cycle (Strategy, Structuring, Negotiations, and Closure).

The ideal candidate will have customer facing experience, be a proven collaborator across internal and external stakeholders, and be a high business judgment individual.

Opportunity Strategy: Partner with broader internal team and work with the customer to help set objectives, analyze key data and ensure executive alignment on the strategy for the opportunity. The individual will be able to provide advice on the competitive situation and create an actionable strategy to meet the outcomes desired by our customers and our business.

Deal Structure: Understanding the desired business objectives and creating a competitive deal structure that maximizes the value of the opportunity. This includes analysis of the historical purchasing patterns by the customer, and understanding of AWS programs that can support achieving customer’s business outcomes.

Negotiations: Experience with customer negotiations focused on the commercial aspects of the deal and associated contractual business terms.

Closure: Will be able to bring the deal to contractual closure, including briefing senior management and managing and coordinating all of the internal and customer stakeholders.

This position requires that the candidate selected be a US Citizen and must currently possess and maintain an active TS/SCI security clearance with polygraph.

Key job responsibilities

• Acts as trusted advisor and thought leader in the development of the deal strategy; partners in the execution of the sales cycle (strategy, structuring, negotiation, and closure)
for strategic, complex, or highly competitive Public Sector opportunities.
• Inspires and influences internal stakeholders, experts and other resources not under direct
control, helping to remove obstacles in order to achieve desired business outcomes
• Facilitates alignment and effective AWS communication within internal and external stakeholders
and promptly resolves any conflict to encourage harmonious and productive interactions.
• Cultivates best practices through analysis and reporting in support of continuous improvement.
• Works with key internal stakeholders (e.g. operations, legal, etc.) as required.

We are open to hiring candidates to work out of one of the following locations:

Arlington, VA, USA | Herndon, VA, USA