Do you have an aptitude for analyzing opportunities and creating innovative business deals? Can you take complex scenarios and simplify them down to the meaningful essentials while building consensus across broad stakeholder groups?
Strategic Customer Engagements (SCE) is seeking a Senior GTM Deal Lead to drive engagement and manage the various critical phases of the Deal Cycle (Strategy, Shaping, Negotiations, and Closure). This role is highly partner and customer facing. The role will work closely with AWS customers, partners, Partner Network (APN) programs teams, partner segment leaders, and sales leaders. You will think strategically about business and go-to-market challenges unique to global system integrators, ISVs, and VARs. The ideal candidate will possess both a sales and partner background and be a proven collaborator across multiple stakeholders, have a business background that enables them to engage at senior partner/customer levels, and has proven experience that has fostered an understanding for what is important to partners of all sizes.
Strategy: This individual will work with the Partner and Account Team to set objectives, analyze key data and ensure executive alignment and governance. The individual will be able to provide advice on the competitive situation and create an actionable strategy.
Shaping: You will be able understand the business objectives and create a structure that maximizes the value of the opportunity and achieves business objectives.
Negotiations: You will be experienced with customer negotiations, including commercial aspects of the deal structure. The individual understands the impact of business terms and pricing and can provide alternative solutions to create a mutually acceptable scenario.
Closure: Will be able to bring to closure in partnership with the customer and partner/account team and manage any contractual/legal matters for the deal, including assisting briefing senior management.
Key job responsibilities
- Act as trusted advisor and thought leader in the development of the strategy and execution of the sales cycle (strategy, structuring, negotiation, and closure) for strategic, complex, or highly competitive partner and channel opportunities.
- Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming towards goal achievement.
- Facilitates alignment and effective AWS communication within the sales team and internal/external key partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction.
- Facilitates individual growth and development of Sales management, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership.
- Ensures disciplined sales methodology application across management groups, resulting in consistent and accurately forecasted financial results.
- Cultivate best practices through analysis and reporting in support of continuous improvement.
- Work with key internal stakeholders (e.g. operations, legal, etc.) as needed.
A day in the life
In this role you'll work directly with Partners (e.g. ISV, G/SI) at all levels to understand their business goals and objectives and work backwards to develop the strategy, shaping and negotiate the GTM/Partnership deal. You'll also develop best practices, build new commercial models, and create methodologies for GTM/Partnership opportunities while considering how to scale for growth.BASIC QUALIFICATIONS
- 10+ years of technology related sales or business development experience
- 5+ years of Global SI, ISV, channel experience with expertise in building partner specific GTM / Partnerships
PREFERRED QUALIFICATIONS
- Advanced degree or equivalent relevant experience
- Direct field experience in working with enterprise accounts
- Knowledge of AWS products and services
- Cultivates best practices through analysis and reporting in support of continuous improvement.
- Understanding of the Global/ SI business model
- Understanding of ISV partnerships
- Excellent written and verbal communication skills
- Strong presentation skills and the ability to articulate complex concepts to cross-functional audiences.