Head of Specialized Commercials, Global Services (GS) Deals Strategy Team (Deals Engine)

Global Services (GS) plays a central role in our customers' transformative cloud journeys, deeply integrating people expertise and technology capabilities at scale to shape customers' end-to-end experiences with AWS. Across our key customer adoption success services - Training & Certification, Professional Services, Support, Managed Services, and Security - our builders make an impact every day across millions of individuals and thousands of customers ranging from Start-ups to Enterprises. Together with AWS Partners, our work enables and accelerates customers, unlocks value, drives AWS adoption, and helps transform businesses in commercial and public sectors across the globe, and we are propelled by our pursuit to be a differentiator when customers are evaluating cloud providers. The impact GS has on customers is as diverse as it is significant, helping them upskill their workforce, and land, operate, modernize, and transform their workloads on AWS, with value-add partners and security embedded throughout.

The Head of Specialized Commercial Motions (SCM) is a global member of the GS Deals Engine (GSDE) organization, residing within GS Business Development (BD). The SCM is responsible for identifying and working backward from a diverse set of customer needs across global geographies in both Commercial and Public Sectors to build, experiment with, and launch new commercial pricing and solution deal levers that will successfully drive customer outcomes while meeting objectives and targets for growth of the business.

This individual will own specialized commercial GTM motions, targeting new, reignited, and lasting AWS and GS growth and adoption for greenfield to enterprise customers. The ideal SCM is an expert problem solver, using creativity, tenacity, and agility to troubleshoot, build, prove out, simplify, and scale commercial deal levers that unify disjointed sales motions, pricing, and solutions. The SCM is responsible to both act as an individual commercial deal lead to pilot pricing and specialized solution experiments as well as own programmatic GTM plays across all 5 GS BUs and hundreds of sellers and business development managers where specialized deals are fundamental vehicle to unlock customer growth and achieve AWS and GS business goals.

Key job responsibilities
- Build and experiment with commercial levers (pricing and solutions) to enable greater adoption of GS, AWS, and Amazon adoption.
- Launch commercial levers for use by broader business development and sales teams using specialized deals as an avenue to drive pan-GS, AWS, and Amazon adoption.
- Simplify the OneGS sales motion through the commercial and procurement process.
- Serve as GS commercial SME and build programs to empower both GSDE Deal Leads and cross-functional organizations to activate commercial solutions through OneGS opportunities.
- Build consistent mental models to evaluate how we will make deal investment decisions at individual BU, cross-GS, and Pan-Amazon level (where required).
- Grow effectiveness of commercial win-strategies and deal levers at both individual and collective GS level.
- Accelerate deal investment decision-making (demonstrating consistent, aligned application of deal review mental models).
- Increase incremental revenue won through OneGS commercial strategies and sales plays.


A day in the life
You will partner with leaders across Sales and GS GTM to unlock and grow GS business, the SCM engages when there is an unmet customer or business need that can be resolved through creation of new commercial deal levers. The SCM will partner with GTM teams on GS solution sell-through and executing deal investment & pricing strategies to enable a OneGS win strategy both at the individual and multi-deal level. You will collaborate across GS GTM teams including broader BD organizations, Sales, Product, Offerings, Finance, Legal, and Operations to negotiate, make trade-offs, and carve paths to enable success of the new GS GTM. This leader has a high aptitude for navigating ambiguity, a strong backbone to influence and negotiate with both internal and external stakeholders and customers, and the tenacity to carve pathways for the team, delivering short, mid, and long-term results.

The right candidate will have demonstrated experience leading complex pursuits & developing commercial strategies, with a superior track record of customer/deal wins at a technology products and services organization. Experience with AWS services and how various capabilities in GS help drive adoption of AWS will also be very helpful for a fast-start. The role will need a strong consulting/advisory background, analytical acumen, synthesis, structuring, and problem-solving skills to translate ambiguous and incomplete information into actionable plans to deliver results at scale. The role will need to be 'right a lot', have bias for 'invent and simplify', and 'insist on the highest standards.' Demonstrated experience in BD, cross-functional stakeholder management and alignment, strong communications and influencing skills, a customer-obsessed, collaborative approach, and strong data/metrics bias is needed to be successful in this role.


About the team
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