SCE – Principal Deal Negotiator – Strategic Negotiations , SCE - EMEA

12+ 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 of experience 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
Proven legal expertise on large and complex IT commercial deal terms
Bachelor degree in Law, Business, Economics or Finance (or equivalent work experience)
Fluent German Language Skills


•J.D. or other legal qualification preferred
•Commercial contract experience within IT/software services
•Knowledge of the Cloud market and AWS



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Amazon Web Services (AWS) is seeking a Principal Deal Negotiator for the Strategic Customer Engagements (SCE) team.

SCE is a specialized global deal team that engages with commercial and public sector customers on deal strategy, structuring, and negotiations through contractual closure for transformational, strategic, large, complex, and/or highly competitive opportunities such as GenAI. This is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS though APJ, and to establish AWS as our customer’s key cloud technology provider. These opportunities range across industry verticals, such as Financial Services, Telecommunications, Media & Entertainment, Energy, Healthcare Life Sciences, Automotive and Manufacturing, and Public Sector, and customer size (from start-ups to enterprise customers). These engagements may also involve Pan-Amazon and AWS go-to-market opportunities requiring close partnership between the SCE global deal team and other Amazon and AWS stakeholders.

As a SCE Principal Deal Negotiator, you will negotiate Private Pricing Agreements (PPAs), develop deal negotiation strategies to grow AWS’s business, analyze and develop deal terms, review and simplify complex scenarios, and craft elegant deal solutions. You will work with customers and internal stakeholders to define and communicate streamlined deal workflows, build consensus, and close commercial transactions. In this customer facing role, you engage with C-level executives, IT teams, and multiple lines of business to achieve business outcomes, increase the adoption of AWS services, and to enable private pricing, go-to-market, pan-Amazon, and other strategic relationships.

Key Responsibilities:
• Develop overall deal negotiation strategies and negotiate PPAs
• Execute deal and competitive structures: maximize the value of opportunities consistent with AWS objectives and requirements.
• Advise and provide thought leadership on the execution of competitive commercial, channel, and partner deal opportunities.
• Provide expertise on deal structuring and advise key stakeholders on the impact of deal terms: provide creative solutions to the customer, the AWS sales field, and leadership.
• Engage directly with the customer on commercial and contractual terms.
• Close commercial transactions: brief senior management and coordinate internal and customer stakeholders.
• Facilitate alignment and effective AWS communication. Inspire and influence internal stakeholders, experts, and other indirect resources to remove obstacles, resolve conflict for productive engagements.


About the team
Diverse Experiences
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