Strategic Customer Engagements (SCE), PUBLIC SECTOR - APJC

Strategic Customer Engagements (SCE), PUBLIC SECTOR - APJC

Job ID: Amazon Web Services Australia Pty Ltd - D81

Amazon Web Services (AWS) is seeking a member for the Strategic Customer Engagements (SCE) team focused on the Public sector. This is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS (APJ), and to 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 to 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:

1. Lead negotiations and customer closure for strategic, large, complex, or highly competitive deals.
2. Develop and shape the overall deal strategy and structure to meet customer business outcomes and goals.
3. Contribute to developing AWS's value proposition and solutions.
4. Drive revenue growth and Cloud adoption.
5. Closely collaborate with key stakeholders across the organization for APJ regional public sector sales teams and related regional and global stakeholders (Service Teams, Finance, Legal, etc.).
6. 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.
7. Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control to remove obstacles and achieve desired business outcomes.
8. Develop strategies for pricing and discounts; effectively communicate and identify deal blockers.
9. Lead or support presentation of deal proposals to Customers.

BASIC QUALIFICATIONS

• At least 12+ years demonstrated success working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through closure.
• 12+ 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.
• Bachelor degree in Business, Economics, Technology, or Finance (or equivalent work experience).

PREFERRED QUALIFICATIONS

• Understanding the technology ecosystem.
• Knowledge of public sector business.

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, disability, age, or other legally protected attributes.