Description
Application deadline: Sep 13, 2026
In this role, you will architect and lead strategic, high-complexity deal pursuits that accelerate customer adoption of AWS cloud through partner-led and ProServe-led motions. Working directly with AWS senior leadership, enterprise account teams, and cross-functional stakeholders, you will own deal qualification, commercial strategy, and proposal development for large-scale migration and modernization opportunities.
This is an individual contributor role with outsized strategic impact. You will operate at the intersection of customer business outcomes, partner economics, and AWS investment strategy to structure differentiated offers that win against incumbents and drive net-new customer acquisition for AWS.
Key job responsibilities
Deal Strategy and Execution:
Own end-to-end deal strategy for strategic opportunities, from qualification through close, ensuring AWS is positioned as the customer's preferred cloud platform.
Architect commercial deal structures that align partner incentives, AWS investments, and customer value realization into compelling, fundable proposals.
Lead deal qualification with rigor - applying sound judgement to prioritize pursuits that meet strategic and financial thresholds while proactively exiting low-probability opportunities early.
Stakeholder Leadership and Influence:
Serve as a trusted advisor to AWS partners, enterprise sales teams, and senior leadership on deal positioning, competitive strategy, and investment allocation.
Coach partners and account teams on developing industry-relevant business cases that articulate measurable outcomes for large enterprise customers.
Navigate complex approval processes and cross-functional coordination with speed, maintaining agreed SLAs across legal, finance, and business development stakeholders.
Operational Rigor & Pipeline Acceleration:
Surface blocked pipeline and friction points with data-driven insights, developing mechanisms that accelerate deal velocity across the #OneTeam ecosystem.
Support rapid decision-making in fast-paced deal cycles, providing leadership visibility into deal health, risk, and resource needs.
Build scalable processes and mechanisms that drive operational excellence and reduce resolution time for recurring deal patterns.
Commercial Impact & Measurement:
Develop commercial strategies that deliver measurable business impact - quantifying cost of delay, migration economics, and long-term customer value.
Use data to assess strategic costs, benefits, and ROI of partnership investments, translating analysis into actionable recommendations for leadership.
A day in the life
You'll start each day focused on your customers - large enterprises navigating high-stakes decisions about transforming their IT infrastructure. You'll diagnose why a deal is stuck from the customer's perspective, then coach partners on building business cases that solve the customer's actual problem, not just pitch technology. You'll join deal reviews armed with options so decisions happen fast, and qualify new opportunities by asking whether AWS can genuinely deliver what the customer needs. When patterns emerge that slow customers down, you build mechanisms to remove that friction.
About the team
You'll join a small, globally distributed team that helps large enteprises move to AWS faster by making the deal itself a competitive advantage. We blend deal strategists, go-to-market specialists, solution architects, and specialist sales - all working across functions because complex problems don't get solved in silos. Our culture is customer-first, fast-moving, and builder-oriented: when we see friction slowing a customer's decision, we build mechanisms to fix it rather than escalate and wait. You'll have visible impact, sharp collaborators, and the expectation to improve how we work every day.
Diverse Experiences
AWS 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.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
Mentorship & 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.
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.
Basic Qualifications
5+ years of developing, negotiating and executing business agreements experience
5+ years of professional or military experience
5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
Bachelor's degree
5+ years of in program management, workforce strategy development, or metrics-driven decision making experience
Experience developing strategies that influence leadership decisions at the organizational level
Experience managing programs across cross functional teams, building processes and coordinating release schedules
Experience selling enterprise software or cloud-based applications
Experience presenting to both technical and non-technical executive audiences
Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
Preferred Qualifications
Experience identifying, negotiating, and executing complex legal agreements
Experience interpreting data and making business recommendations
Experience interpreting data and making business recommendations across leadership and cross-functional teams
Experience using analytical tools for workforce metrics and reporting
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company's reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits .
USA, CA, Sacramento - 147,900.00 - 200,100.00 USD annually
USA, CA, San Diego - 147,900.00 - 200,100.00 USD annually
USA, CO, Denver - 147,900.00 - 200,100.00 USD annually
USA, TX, Austin - 147,900.00 - 200,100.00 USD annually
USA, TX, Houston - 147,900.00 - 200,100.00 USD annually
USA, VA, Arlington - 147,900.00 - 200,100.00 USD annually
USA, VA, Herndon - 147,900.00 - 200,100.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually
