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 & 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 judgment to prioritize pursuits that meet strategic and financial thresholds while proactively exiting low-probability opportunities early.
Stakeholder Leadership & 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 enterprises 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.
BASIC QUALIFICATIONS
- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 7+ years of developing, negotiating and executing business agreements experience
- 7+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
- Experience developing strategies that influence leadership decisions at the organizational level
PREFERRED QUALIFICATIONS
- Bachelor's degree
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, IL, Chicago - 176,100.00 - 238,200.00 USD annually
USA, NY, New York - 193,700.00 - 262,000.00 USD annually
USA, VA, Arlington - 176,100.00 - 238,200.00 USD annually
USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually
