About the role
Senior deal lead role within AWS Strategic Customer Engagements team, focused on ASEAN and Taiwan markets. Responsible for end-to-end ownership of large, complex cloud deals from strategy through negotiation and closure, engaging C-level executives and cross-functional stakeholders to drive AWS adoption and revenue growth.
TechnologyOnsite
Key Responsibilities
- Lead negotiations and drive customer closure for strategic, large, complex, and highly competitive deals, conducted in English and/or Mandarin
- Develop and shape the overall deal strategy and structure to meet customer business outcome and goals
- Contribute to developing AWS's value proposition and solutions
- Drive revenue growth and Cloud adoption
- Closely collaborate with key stakeholders across the organization for Japan sales teams, and related regional and global stakeholders (Service Teams, Finance, Legal, etc.)
- Act as a trusted advisor in the development of the commercial strategy of deals with AWS Field Sales Executives: partner in the execution of the sales cycle for strategic, complex, or highly competitive commercial opportunities
- Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes
- Develop strategies for pricing and discounts; effectively communicate and identify deal blockers
- Lead or support presentation of deal proposals to Customers
Requirements
- Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or related field
- 8 + years demonstrated success working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through closure
- 12+ years working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, and legal and internal stakeholders for sizeable commercial/enterprise deals
- Native or business-level Chinese language proficiency required
- Advanced degree in engineering or equivalent (preferred)
- Experience in the field working with enterprise accounts (preferred)
- Experience using English communication skills, both written and verbal, to foster seamless interaction with stakeholders at all levels (preferred)
- Experience working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure (preferred)