Principal Global Services Deal Lead, Global Services GTM / BD

The Principal Global Services Deal Lead (Pr. GSDL) is a global member of the GS Deals Engine (GSDE) organization, residing within GS Business Development (BD). The Pr. GSDL is responsible for building / executing packaged GS solutions and/or specialized commercial deal strategies required for winning GS business. This is a unique opportunity to drive Go-To-Market (GTM) with customers across all phases of their cloud journeys, unlocking opportunities for high-growth and scale both for AWS and customers.,

• Lead demand planning activities for significantly complex GS pursuits tied/adjacent to Private Pricing Agreements (PPA) and/or stand-alone business-critical opportunities. Key activities include uncovering customer objectives, assessing GS opportunity size and identifying GS value-add (whether through specialized solutioning & commercials, or primarily commercials). For select pursuits, GSDL must also develop & maintain GS demand plan and associated win strategy, and sell-through value of proposed GS solutions and commercials.
• Develop and execute specialized deal strategies, including: triaging of GS solution, pricing, investments, mental models, deal modeling, deal approval policies, deal margin KPIs. Similar execution will be required for GS coverage within select strategic AWS Growth Initiatives.
• Identify and capitalize on new/existing opportunities to leverage GS GTM motions (packaged solutions & investment strategies) to unlock incremental GS business and expedite deal execution.
• Experiment with deal strategies, measure results, and drive reinvestment and disinvestment where appropriate to empower optimal scalability.
• Influence stakeholders/customers to remove barriers to success (i.e. one GS voice during customer pursuits, negotiations, drive new product/pricing/offering iterations).
• Own or oversee significantly complex, strategic business-critical deals or initiatives that have a significant bottom-line impact.
• Lead and develop go-to-market motions, mechanisms, or initiatives. Guide development of best practices.
• Own and define initiatives, strategies, or sales plays. Identify new opportunities to leverage partner differentiation.
• Mitigate complex long-term risks. Drive alignment on new mental models and approaches in ambiguous new areas.
• Influence VP/S-Team goals/initiatives. Partner effectively with other leaders to identify areas of opportunity and solve problems within product features in partnership with Engineering and Product organizations.
• Make tradeoffs to negotiate actionable solutions across the largest customers and business deals.
A day in the life You will partner with leaders across Sales and GS GTM to unlock and grow GS business, the Pr. GSDL is engaged when there is either a need to package specialized GS commercials or solutions and/or deliver seamlessly across multiple GS organizations. For such deals, Pr. GSDL will partner with GTM teams on GS solution sell-through and executing deal investment & pricing strategies to enable a one-GS win strategy. You will collaborate across GS GTM teams including broader BD organizations, Sales, Product, Offerings, Finance, Legal, and Operations to negotiate, make trade-offs, and carve paths to enable success of the new GS GTM. This leader has a high aptitude for navigating ambiguity, a strong backbone to influence and negotiate with both internal and external stakeholders and customers, and the tenacity to carve pathways for the team, delivering short, mid, and long-term results.

The right candidate will have demonstrated experience leading complex pursuits & developing commercial strategies, with a superior track record of customer/deal wins at a technology products and services organization. Experience with AWS services and how various capabilities in GS help drive adoption of AWS will also be very helpful for a fast-start. The role will need a strong consulting/advisory background, analytical acumen, synthesis, structuring, and problem-solving skills to translate ambiguous and incomplete information into actionable plans to deliver results. The role will need to be 'right a lot', have bias for 'invent and simplify', and 'insist on the highest standards.' Demonstrated experience in BD, cross-functional stakeholder management and alignment, strong communications and influencing skills, a customer-obsessed, collaborative approach, and strong data/metrics bias is needed to be successful in this role., Relevant experience in GTM/BD/Sales/Product roles at a technology products/services company. - Relevant experience in deal/commercial roles at a technology products/services company with demonstrated results. - Strong interpersonal, communication, and influencing skills (both written and verbal). Experience communicating with both technical and non-technical stakeholders across multiple teams. - Adept at executing cross-functionally and up and down AWS internal, customer and partner orgs. Ability to effectively lead and work with a variety of teams, management levels, cultures, and personalities as part of a GTM strategy or customer pursuit. - Data driven but comfortable with ambiguity. Very good problem-solver., 15+ years of relevant experience in GTM/BD/Sales/Product roles at a technology products/services company. - 7+ years of experience in deal/commercial roles at a technology products/services company with demonstrated results. - Experience in global or world-wide roles, including international experience. - Strong bias for 'working backwards' from internal and external customers. Favors iterative hypothesis/test/analyze/ improve approaches. - Proven track record of taking ownership and driving results. - Demonstrates strong business acumen and high judgment. - Customer obsessed, earns trust, and dives deep. Track record of being 'are right a lot'.

Global Services (GS) plays a central role in our customers' transformative cloud journeys, deeply integrating people expertise and technology capabilities at scale to shape customers' end-to-end experiences with AWS. Across our key customer adoption success services - Training & Certification, Professional Services, Support, Managed Services, and Security - our builders make an impact every day across millions of individuals and thousands of customers ranging from Start-ups to Enterprises. Together with AWS Partners, our work enables and accelerates customers, unlocks value, drives AWS adoption, and helps transform businesses in commercial and public sectors across the globe, and we are propelled by our pursuit to be a differentiator when customers are evaluating cloud providers. The impact GS has on customers is as diverse as it is significant, helping them upskill their workforce, and land, operate, modernize, and transform their workloads on AWS, with value-add partners and security, Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy_page) to know more about how we collect, use and transfer the personal data of our candidates.

About the team Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying. Why AWS Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses. Work/Life Balance We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there's nothing we can't achieve in the cloud. Inclusive Team Culture Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness. Mentorship and Career growth We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.