Strategic Customer Engagements

3 weeks ago

Bengaluru, India ADCI - BLR 14 SEZ - F07 Full time
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 youStrategic Customer Engagements (SCE) is seeking an individual for the Deal Team to support the rapid growth of the AWS APAC business. You will be specifically responsible for working with our customers on commercial private pricing opportunities 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.Commercial Structure: Understanding the desired business objectives and creating a competitive commercial 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 commercial deal to contractual closure, including briefing senior management and managing and coordinating all of the internal and customer stakeholdersSales, Marketing and Global Services (SMGS)AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.Key job responsibilitiesKey responsibilities include, but are not limited to:•Acts as trusted advisor and thought leader in the development of the commercial strategy and deal; partners in the execution of the sales cycle (strategy, structuring, negotiation, and closure) for strategic, complex, or highly competitive commercial 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 requiredAbout the teamAbout the teamAbout AWSDiverse ExperiencesAWS 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.Inclusive Team CultureHere 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 & Career GrowthWe’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.Work/Life BalanceWe 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.We are open to hiring candidates to work out of one of the following locations:Bengaluru, KA, IND

BASIC QUALIFICATIONS

•7+ years in a sales environment working with teams on structuring of strategic, complex, and/or competitive opportunities, and/or customer facing in a solution oriented capacity•5+ years demonstrated analytical and presentation skills and the ability to articulate complex concepts to cross-functional audiences in a succinct manner.•Bachelor degree in Business, Economics, Technology or Finance (or equivalent work experience)

PREFERRED QUALIFICATIONS

•Advanced degree or equivalent relevant experience•Direct field experience in working with enterprise accounts•Knowledge of AWS products and services•Excellent written and verbal communication skills•Fluent English required, other languages a plus

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