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 Principal Global Services Deal Lead (Pr. GSDL) is a global member of the GS Deals Engine (GSDE) organization, residing within GS Business Development (BD). The Pr. GSDL is responsible for building / executing packaged GS solutions and/or specialized commercial deal strategies required for winning GS business. This is a unique opportunity to drive Go-To-Market (GTM) with customers across all phases of their cloud journeys, unlocking opportunities for high-growth and scale both for AWS and customers. Key job responsibilities • Lead demand planning activities for significantly complex GS pursuits tied/adjacent to Private Pricing Agreements (PPA) and/or stand-alone business-critical opportunities. Key activities include uncovering customer objectives, assessing GS opportunity size and identifying GS value-add (whether through specialized solutioning & commercials, or primarily commercials). For select pursuits, GSDL must also develop & maintain GS demand plan and associated win strategy, and sell-through value of proposed GS solutions and commercials. • Develop and execute specialized deal strategies, including: triaging of GS solution, pricing, investments, mental models, deal modeling, deal approval policies, deal margin KPIs. Similar execution will be required for GS coverage within select strategic AWS Growth Initiatives. • Identify and capitalize on new/existing opportunities to leverage GS GTM motions (packaged solutions & investment strategies) to unlock incremental GS business and expedite deal execution. • Experiment with deal strategies, measure results, and drive reinvestment and disinvestment where appropriate to empower optimal scalability. • Influence stakeholders/customers to remove barriers to success (i.e. one GS voice during customer pursuits, negotiations, drive new product/pricing/offering iterations). • Own or oversee significantly complex, strategic business-critical deals or initiatives that have a significant bottom-line impact. • Lead and develop go-to-market motions, mechanisms, or initiatives. Guide development of best practices. • Own and define initiatives, strategies, or sales plays. Identify new opportunities to leverage partner differentiation. • Mitigate complex long-term risks. Drive alignment on new mental models and approaches in ambiguous new areas. • Influence VP/S-Team goals/initiatives. Partner effectively with other leaders to identify areas of opportunity and solve problems within product features in partnership with Engineering and Product organizations. • Make tradeoffs to negotiate actionable solutions across the largest customers and business deals. A day in the life You will partner with leaders across Sales and GS GTM to unlock and grow GS business, the Pr. GSDL is engaged when there is either a need to package specialized GS commercials or solutions and/or deliver seamlessly across multiple GS organizations. For such deals, Pr. GSDL will partner with GTM teams on GS solution sell-through and executing deal investment & pricing strategies to enable a one-GS win strategy. 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. 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 Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the 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. 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