Job Title: SCE Deal Lead - India (Public Sector)
The SCE (Strategic Customer Engagements) Deal Lead role at AWS focuses on managing large, complex deals within the public sector. The position entails working closely with customers to create strategic commercial private pricing deals that meet both the customer's objectives and AWS's business goals. This involves all stages of the deal cycle—strategy, structuring, negotiations, and closure.
You will collaborate with various internal teams (e.g., finance, legal, sales) to drive AWS's growth in the APJ (Asia-Pacific and Japan) region by helping public sector clients adopt cloud technologies. The role requires strong business judgment, negotiation skills, and the ability to manage high-level stakeholder relationships.
Location: AWS India - Haryana
Job ID: 2717047
Department: AWS Sales, Marketing, and Global Services (SMGS)
Key Responsibilities:
- Lead Complex Negotiations: Take charge of negotiations and customer closure for large, strategic, or highly competitive deals.
- Deal Strategy and Structure: Shape deal strategies to meet both the customer’s business outcomes and AWS's objectives.
- Revenue Growth: Contribute to AWS's value proposition, drive revenue growth, and promote cloud adoption.
- Collaboration: Work closely with APJ public sector sales teams and key internal stakeholders (finance, legal, service teams).
- Trusted Advisor: Act as a trusted partner to AWS Field Sales Executives throughout the sales cycle for complex commercial opportunities.
- Remove Obstacles: Work cross-functionally to remove obstacles and ensure desired business outcomes.
- Pricing and Discount Strategy: Develop pricing strategies and effectively manage potential blockers during deal discussions.
- Customer Engagement: Present deal proposals and negotiate with key customer stakeholders (e.g., C-level executives, IT, procurement, finance).
About the Team:
AWS promotes a diverse and inclusive work culture. Employees are encouraged to apply even if their career paths or experiences are non-traditional. AWS values curiosity and diversity of thought and experience, fostering an environment where everyone can thrive.
Why AWS?:
- Innovation: AWS pioneered cloud computing and continues to lead with innovation, powering businesses from startups to Global 500 companies.
- Inclusive Team Culture: AWS embraces diversity through employee-led affinity groups and continuous learning events like CORE and AmazeCon.
- Mentorship & Growth: Employees benefit from career development resources, knowledge-sharing, and mentorship opportunities.
- Work-Life Balance: AWS prioritizes a flexible working culture that supports work-life harmony.
Basic Qualifications:
- 10+ years of experience working on strategic and complex deals (software or cloud services).
- 8+ years of experience negotiating with C-level executives, IT, procurement, finance, and legal teams.
- Bachelor’s degree in Business, Economics, Technology, or Finance (or equivalent experience).
Preferred Qualifications:
- Knowledge of Public Sector Business: Experience working in or with public sector clients.
- Advanced Degree: An advanced degree or equivalent experience in a relevant field.
- AWS Knowledge: Familiarity with AWS products and services.
- Strong Communication Skills: Excellent written and verbal communication skills.
- Language Skills: Fluency in English is required; knowledge of additional languages is a plus.
This position is ideal for someone with a proven track record of managing complex commercial deals, particularly in the public sector, looking to make an impact at AWS in the APJ region.