Global Services Deal Lead, Global Services Gtm/Bd
vor 1 Monat
Job ID: 2827857 | Amazon Web Services Australia Pty Ltd
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 Operations, 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 and public sector organizations across the globe.
The Global Services Deal Lead (GSDL) is a global member of the Global Services Deals Engine (GSDE) organization, residing within GS Go-To-Market (GTM).
The GSDL is responsible for building/executing packaged GS solutions and/or specialized commercial deal strategies required for winning GS business across World Wide Commercial and Public Sectors (WWCS and WWPS).
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.
You will partner with leaders across Sales and GS GTM to unlock and grow GS business, with the GSDL engaged when there is either a need to package specialized GS solutions and/or deliver seamlessly across multiple GS organizations.
For such deals, GSDL will partner with GTM teams on GS solution sell-through and executing deal investment & pricing strategies to enable a one-GS win strategy.
This individual 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 Global Services 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 and deliver results.
Key job responsibilitiesCollaborate cross-functionally to drive demand planning activities for GS pursuits tied/adjacent to Private Pricing Agreements (PPA) and/or stand-alone opportunities.
Key activities include uncovering customer objectives, assessing GS opportunity size and identifying GS value-add (solutioning & commercials, or primarily commercials).Develop and execute specialized deal strategies, including: triaging of GS solution, pricing, investments, mental models, deal modeling, deal approval policies, deal margin KPIs.Identify and capitalize on opportunities to leverage new 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 to remove barriers to success (i.e.
one GS voice during customer pursuits, negotiations, drive new product/pricing/offering iterations).Influence and contribute to Director, VP, and SVP level goal achievement across all GS GTM teams.BASIC QUALIFICATIONS10+ years of relevant experience in GTM/BD/Sales/Product roles at a technology products/services company5+ years of experience in deal/commercial roles at a technology products/services company with demonstrated resultsExperience in global or world-wide roles, including international experiencePREFERRED QUALIFICATIONSStrong 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.Acknowledgement of country:In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community.
We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement: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.
Posted: August 8, 2024
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