Position Details

Type Full-Time

Experience senior

Exp. Years 7+ years

Education Bachelor's degree

Category Sales & Business Development

About this role

Senior BD/BD leader on AWS GDSP, driving strategic deals and cloud pricing strategies; builds frameworks with internal teams to influence outcomes and remove barriers to large-scale enterprise opportunities.

Key Responsibilities

Act as trusted advisor and thought leader in the development of commercial strategy and deals: partner in the deal sales cycle
Partner closely with AWS Service teams to understand services and pricing: create frameworks that impact customer outcomes
Inspire and influence internal stakeholders and indirect resources to remove barriers
Advise and construct commercial deal terms: understand the competitive landscape and provide deal guidance
Facilitate alignment and effective AWS communication with internal and external stakeholders

Technical Overview

Primarily a sales/BD role with emphasis on GTM strategy, financial modeling, and enterprise deal terms; interacts with AWS service teams and partners to define joint GTM initiatives.

Ideal Candidate

The ideal candidate is a senior go-to-market and business development leader with 7+ years directing complex software or cloud services deals, strong financial modeling skills, and proven success negotiating with C-level executives. They excel at cross-functional collaboration and shaping enterprise pricing and terms.

Must-Have Skills

Experience formulating competitive financial models (e.g.cash flowNPVdeal comparisonsetc.)Experience working with customers on substantialstrategicand complex software or cloud services/infrastructure deals from opportunity through closure7+ years demonstrated success working with customers on the structuring of substantialstrategicand complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through closure7+ years working withpresenting toand negotiating with C-level executivesITlines of businessprocurementfinanceand legal and internal stakeholders for sizeable commercial/enterprise deals3+ years financial modelingBachelor's degree (or equivalent work experience)

Nice-to-Have Skills

Advanced degreeUnderstanding of the technology ecosystemDirect field experience in working with enterprise or commercial accounts.

Required Skills

Go-To-MarketBusiness DevelopmentSalesConsultingFinancial modelingCash flowNPVDeal structuringEnterprise dealsC-level negotiationsPricing strategiesPartner ecosystemGTM strategyStrategic thinkingStakeholder management

Hard Skills

Soft Skills

Interpersonal skillsCommunicationInfluencingLeadershipCross-functional collaborationAnalytical thinkingNegotiation

Industry & Role

Industry SaaS

Job Function Lead strategic GTM and enterprise deal execution for specialized AWS GDSP opportunities with enterprise customers

Role Subtype Business Development

Keywords for Your Resume

Strategic Customer EngagementsDeal TeamSpecializedcloud economicsgo-to-marketbusiness developmententerprise dealscash flowNPVdeal comparisonspricing strategiespartner ecosystemGTM strategystrategic thinkingstakeholder managementC-level executivesAWSAmazon Web Servicesopportunity through closureGTM/BDstrategic planningdata-drivenAI/agentic

Deal Breakers

7+ years Go-To-Market, Business Development, Sales, or Consulting experience, Bachelor's degree, Experience with enterprise or complex software/cloud deals

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Strategic Customer Engagements, Deal Team - Specialized,

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