Strategic Customer Engagements

3 days ago

Sydney, Australia AWS Australia Pty Ltd Full time

15+ years in a sales environment working with teams on structuring of strategic, complex, and/or competitive opportunities, and/or customer facing in a solution oriented capacity
- Strong analytical and presentation skills and the ability to articulate complex concepts to cross-functional audiences.
- Bachelor degree in Business, Economics, Technology or Finance (or equivalent work experience)

Job summary

Do you have an aptitude for working with customers in competitive and complex sales opportunities? Analyzing customer requests and creating innovative business deals to address these? Taking complex scenarios and simplifying them to fulfill customer outcomes? Building consensus across broad stakeholder groups? Then AWS has an opportunity for you

Opportunity Strategy: Partner with broader internal team and work with the customer to help set objectives, analyze key data and ensure executive alignment on the strategy for the opportunity. The individual will be able to provide advice on the competitive situation and create an actionable strategy to meet the outcomes desired by our customers and our business.

Commercial Structure: Understanding the desired business objectives and creating a competitive commercial deal structure that maximizes the value of the opportunity. This includes analysis of the historical purchasing patterns by the customer, and understanding of AWS programs that can support achieving customer’s business outcomes.

Negotiations: Experience with customer negotiations focused on the commercial aspects of the deal and associated contractual business terms.

Closure: Will be able to bring the commercial deal to contractual closure, including briefing senior management and managing and coordinating all of the internal and customer stakeholders.

This role is based in Australia.

Key responsibilities include, but are not limited to:

- Acts as trusted advisor and thought leader in the development of the commercial strategy and deal; partners in the execution of the sales cycle (strategy, structuring, negotiation, and closure) for strategic, complex, or highly competitive commercial opportunities.
- Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles in order to achieve desired business outcomes
- Facilitates alignment and effective AWS communication within internal and external stakeholders and promptly resolves any conflict to encourage harmonious and productive interactions.
- Cultivates best practices through analysis and reporting in support of continuous improvement.
- Works with key internal stakeholders (e.g. operations, legal, etc.) as required.
- Advanced degree or equivalent relevant experience
- Direct field experience in working with enterprise accounts
- Knowledge of AWS products and services
- Excellent written and verbal communication skills - Fluent English required, other languages a plus

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:
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, disability, age, or other legally protected attributes.

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