Job Information
Amazon Principal Cloud Advisory (Strategic Deal/Commercial Architect) in Arlington, Virginia
Description
Would you like to be part of a team that is redefining the Enterprise IT industry? Amazon Web Services is leading the next paradigm shift in computing and is looking for an accomplished leader for the role of Principal Cloud Advisor (Strategic Deals/Commercial Architect) for the Enterprise Transformation (ET) team in the AWS Partner Organization.
As a Principal Cloud Advisor (Strategic Deals/Commercial Architect), you are an essential contributor to an innovative and disruptive sales strategy in the IT Outsourcing space. You will deliver results through the development of partner-attached industry GTM, pursue and close large-scale AWS partner-attached wins, and create/manage/maintain executive relationships across AWS and a set of strategy System Integrators. You will serve as the sales pursuit leader’s trusted advisor and co-lead negotiations of large pursuits.
You will own end to end commercial solutioning for $1B+ strategic partnership pursuits in the IT Outsourcing domain, to cover executive engagement, connecting overall pursuit/win strategy and value propositions to commercial and contract terms , and ownership of commercial, technical, and contractual problem-solving at the negotiation table and through deal execution and change management. This role will be supported by technical and pursuit management specialists for various functional areas: you will effectively engage with senior customer/partner executives including at C-level, and closely collaborate with multi-functional stakeholders across AWS, including Field Sales, Business Development, Product, Finance, Technical, Marketing, Training, Operations and Legal.
You must bring multi-disciplinary experience across business, sales, finance, and/or delivery backgrounds with a leading global consulting or systems integrator. You will bring functional proficiency in one or more of the following: pursuit strategy/orchestration, building and position value proposition for IT Outsourcing including transformation (business and tech) with customers, commercial deal construction (including financial business cases), contract negotiations, and navigating competitive sourcing processes with enterprise buyers. You will have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships.
10010
About the team
Work/Life Balance
Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.
Mentorship & Career Growth
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.
Inclusive and Diverse Culture
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
We are open to hiring candidates to work out of one of the following locations:
Arlington, VA, USA | Atlanta, GA, USA | Austin, TX, USA | Chicago, IL, USA | Dallas, TX, USA | Los Angeles, CA, USA | New York, NY, USA | San Francisco, CA, USA | Seattle, WA, USA
Basic Qualifications
10+ years of sales, business development, partner development, or alliances management experience.
10+ years of experience with SIs and/or large enterprise sales and complex agreements.
Senior executive engagement experience to partner with executive leaders on closing large, technical, strategic co-development and partnership engagements.
Functional experience with pursuit strategy/orchestration, ITO relationships, commercial deal construction (including financial business cases), and contract negotiations.
Preferred Qualifications
Excellent writing and persuasive speaking skills.
Masters’ Degree in technical or relevant business field.
Evangelist of the cloud era with deep experience in an industry or technology domain.
Influencer who has strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
Experience building business cases for multi-million dollar investments at the CEO level.
Familiarity with selling/negotiating/delivering and/or managing large partner programs, ideally to the Public Cloud.
Familiarity negotiating deals across varying cultural norms in a truly global business.
Understanding of digital transformation drivers and the technology ecosystems that support them.
Experience developing complex solutions with C-suite customers and internal stakeholders.
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. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
Pursuant to the Los Angeles Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $140,800/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. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.