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.
About
AWSDiverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred 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?
Amazon Web Services (
AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
Here at
AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship & 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.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
- 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
- Bachelor's degree
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit
https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
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, Herndon - 176,100.00 - 238,200.00
USD annually
USA, WA, Seattle - 176,100.00 - 238,200.00
USD annually