Amazon Principal Global Services Deal Lead GTM/BD 

United Kingdom, England, London 

506418327

Key job responsibilities
• Lead demand planning activities for significantly complex GS pursuits tied/adjacent to Private Pricing Agreements (PPA) and/or stand-alone business-critical opportunities. Key activities include uncovering customer objectives, assessing GS opportunity size and identifying GS value-add (whether through specialized solutioning & commercials, or primarily commercials). For select pursuits, GSDL must also develop & maintain GS demand plan and associated win strategy, and sell-through value of proposed GS solutions and commercials.
• Develop and execute specialized deal strategies, including: triaging of GS solution, pricing, investments, mental models, deal modeling, deal approval policies, deal margin KPIs. Similar execution will be required for GS coverage within select strategic AWS Growth Initiatives.
• Identify and capitalize on new/existing opportunities to leverage 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/customers to remove barriers to success (i.e. one GS voice during customer pursuits, negotiations, drive new product/pricing/offering iterations).
• Own or oversee significantly complex, strategic business-critical deals or initiatives that have a significant bottom-line impact.
• Lead and develop go-to-market motions, mechanisms, or initiatives. Guide development of best practices.
• Own and define initiatives, strategies, or sales plays. Identify new opportunities to leverage partner differentiation.
• Mitigate complex long-term risks. Drive alignment on new mental models and approaches in ambiguous new areas.
• Influence VP/S-Team goals/initiatives. Partner effectively with other leaders to identify areas of opportunity and solve problems within product features in partnership with Engineering and Product organizations.
• Make tradeoffs to negotiate actionable solutions across the largest customers and business deals.A day in the life
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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
Work/Life BalanceMentorship and 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.

- 15+ years of relevant experience in GTM/BD/Sales/Product roles at a technology products/services company.
- 7+ 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 experience.
- Strong bias for 'working backwards' from internal and external customers. Favors iterative hypothesis/test/analyze/ improve approaches.
- Proven track record of taking ownership and driving results.
- Demonstrates strong business acumen and high judgment.
- Customer obsessed, earns trust, and dives deep. Track record of being 'are right a lot'.