Head of Specialized Commercials, Global Services (GS) Deals Strategy Team (Deals Engine)Job ID: 2826332 | Amazon Web Services, Inc.
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.
The Head of Specialized Commercial Motions (SCM) is a global member of the GS Deals Engine (GSDE) organization, residing within GS Business Development (BD). The SCM is responsible for identifying and working backward from a diverse set of customer needs across global geographies in both Commercial and Public Sectors to build, experiment with, and launch new commercial pricing and solution deal levers that will successfully drive customer outcomes while meeting objectives and targets for growth of the business.
This individual will own specialized commercial GTM motions, targeting new, reignited, and lasting AWS and GS growth and adoption for greenfield to enterprise customers. The ideal SCM is an expert problem solver, using creativity, tenacity, and agility to troubleshoot, build, prove out, simplify, and scale commercial deal levers that unify disjointed sales motions, pricing, and solutions.
Key Job ResponsibilitiesBuild and experiment with commercial levers (pricing and solutions) to enable greater adoption of GS, AWS, and Amazon adoption.Launch commercial levers for use by broader business development and sales teams using specialized deals as an avenue to drive pan-GS, AWS, and Amazon adoption.Simplify the OneGS sales motion through the commercial and procurement process.Serve as GS commercial SME and build programs to empower both GSDE Deal Leads and cross-functional organizations to activate commercial solutions through OneGS opportunities.Build consistent mental models to evaluate how we will make deal investment decisions at individual BU, cross-GS, and Pan-Amazon level (where required).Grow effectiveness of commercial win-strategies and deal levers at both individual and collective GS level.Accelerate deal investment decision-making (demonstrating consistent, aligned application of deal review mental models).Increase incremental revenue won through OneGS commercial strategies and sales plays.A Day in the LifeYou will partner with leaders across Sales and GS GTM to unlock and grow GS business. The SCM engages when there is an unmet customer or business need that can be resolved through the creation of new commercial deal levers. The SCM will partner with GTM teams on GS solution sell-through and executing deal investment & pricing strategies to enable a OneGS win strategy both at the individual and multi-deal level. 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.
Basic QualificationsBachelor's degreeExperience developing strategies that influence leadership decisions at the organizational level10+ years of relevant experience in GTM/BD/Sales/Product roles at a technology products/services company.5+ years of experience in deal/commercial roles at a technology products/services company with demonstrated results.Preferred QualificationsExperience as a founder or executive focused on related segments, or as a practice leader or business unit ownerExperience selling to Fortune 1000 or Global 2000 organizations7+ 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 experiences.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.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $158,400/year in our lowest geographic market up to $262,000/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience.
Posted: September 10, 2024
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