Amazon Web Services (AWS) is seeking a member for the Strategic Customer Engagements (SCE) team. This is a unique opportunity to own AWS customer relationships, identify and execute strategic opportunities, impacting the growth of AWS (EMEA/DACH/CIS), and establishing AWS as their key cloud technology provider.
As a member of the SCE team, you are responsible for managing the end to end Deal Cycle for strategic, large, complex, or highly competitive deals. You focus on earning trust with your customer(s) by creating actionable strategies, developing and shaping opportunities, and leading deal engagements through negotiations and closure. This highly visible role owns 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 work collaboratively to drive results by partnering with AWS customers, AWS field sales executives, and other internal stakeholders to empower our customer(s) to evolve, address challenges, and create innovative solutions.
You are ultimately responsible for the partnership, growth, and innovation of the AWS/Customer relationship and will build and maintain strategic executive relationships, develop and manage opportunities, monitor deployment projects, and engage virtual resources.
Key job responsibilities
Key Responsibilities:
• Own negotiations and customer closure for strategic, large, complex or highly competitive deals.
• Lead, grow, and develop a multi-layer, international team, collaborating with appropriate AWS resources (Executives, Solution Architects, Business Development, Partners, Support, Marketing, Service teams and Professional Services) to support the customer interests.
• Drive revenue growth and Cloud adoption.
• Closely collaborate with key stakeholders across the organization for regional sales teams, and related regional and global stakeholders (Service Teams, Finance, Legal, etc.).
• 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.
• Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes.
• Develop strategies for pricing and discounts; effectively communicate and identify deal blockers.
• Lead or support presentation of deal proposals to Customers.
• Work at the most strategic level with the customer, implementing a broad strategy for customer adoption, acceptance, and service implementation.
About the team
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred 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 we strive for flexibility as part of our working 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.
• Proven success managing regional cloud transformation programs, including Strategy Planning, Execution, aligning with C-level executives and board members, across DACH/CEE/CIS.
• Experience executing and landing global enterprise agreements, governance and investment opportunities across DACH/CEE/CIS.
• Deep experience working with a Global Independent Software Vendor (ISV) organization, including a track record of success with sell-to, sell-with, and co-engineering initiatives.
• An in-depth understanding of SAP solutions.
• Proven ability to acquire and scale large, global accounts, within large industries such as Automotive, Manufacturing, Energy, Banking, and other.
• Ability to successfully lead accounts above 50+ million USD.
• Language skills: fluency in English and German and Russian or one of the CIS country languages.
• A University degree in a technical field such as computer science.
• Available to be based out of the Munich office with travel requirements up to 40%.
• 15 + years demonstrated success working with customers on direct sales, substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through to closure.
• 15+ 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.
• Experience leading managers and individual contributors in functions such as solution architecture, customer success, inside sales, business development, specialized sales, marketing, professional services, and premium support, to ensure holistic customer engagement and satisfaction across all business units and subsidiaries of a single, global account
• Understanding of the technology ecosystem
• Owning an extensive network of relationships and customer accounts within DACH/CEE/CIS
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, protected veteran status, disability, age, or other legally protected status.
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.
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