AmazonPosted 1w ago

Principal Deal Pursuit Leader, Strategic Accounts, APJC Strategic Enterprise Sales

Principal Deal Pursuit Leader, Strategic Accounts, APJC Strategic Enterprise Sales at Amazon scores 31 out of 100 on AI centrality, which makes it AI Level 1 of 4 (Little AI) on this board. The level measures how much of the work is AI, not seniority.

IN, MH, Mumbaileadfull-time

AI in this role

AWS is seeking an exceptional Senior Deal Pursuit Leader to drive our most consequential transformational opportunities across our largest enterprise accounts. This is a high-intensity, time-bound pursuit role with a singular objective: to close $200M+ Total Contract Value (TCV) deals, within a twelve-month sprint across a portfolio of strategically selected accounts.
You will operate at the intersection of business development, executive relationship management, complex deal orchestration, and cross-functional leadership, answering one question every day: what must happen today to move these deals forward?

Key job responsibilities
• Own and drive a portfolio of mega-deal pursuits across APJC’s most strategic enterprise customers.
• Orchestrate 10+ cross-functional stakeholders including AWS Industry Specialists, GTM Specialists, Pan- Amazon Strategic Business Development, Solution Architects, Strategic Contracts team, Cloud Economics teams and AWS Partners through complex deal cycles.
• Drive Think Big during Prospecting and Qualification stages, identifying transformational outcomes tailored to each customer’s unique business context, that helps achieve CEO / LOB CxO leader’s business transformation objectives, and for AWS unlocks deal sizes beyond what incremental consumption growth would deliver.
• Build and own C-suite executive relationships with customer decision-makers, developing trust-based partnerships that reimagine existing relationships beyond consumption-based pricing.
• Leading the weekly deal-room cadence, run by deal execution leads, maintaining rigorous deal execution discipline with clear progression gates at 60-day, 120-day, and 180-day marks.
• Make decisive go/no-go calls — if an account has not reached Technical Validation stage by day 90, execute pivot triggers and rotate in pre-qualified replacement accounts to maintain three active pursuits at all times.
• Deliver monthly business reviews to APJC senior leadership with clear deal progression metrics, risk assessments, and acceleration recommendations.

About the team
AWS’s APJC Strategic Enterprise Sales team serves the top strategic enterprise customers across Asia-Pacific, Japan, and Greater China. This role is central to an initiative that will drive APJC’s top-account growth rate - unlocking the next wave of growth across our most consequential customer relationships. You will report directly into APJC Enterprise Sales leadership and operate with full executive sponsorship from APJC senior leaders.

Amazon Web Services is the world’s most comprehensive and broadly adopted cloud platform. We pioneer cutting-edge technologies in AI, machine learning, compute, storage, and database services that help organizations of every size transform their businesses.
At AWS, you will work backwards from the customer, think big, and have the opportunity to shape the future of cloud computing across the world’s most dynamic markets.

Basic qualifications

- 7+ years of developing, negotiating and executing business agreements experience
- 7+ years of professional or military experience
- 7+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
- 7+ years of working with Business Application Technologies, including, but not limited to End User Compute (EUC), Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and/or Communication Developer Services experience
- 7+ years of solving problems with technology in the Healthcare/Life Sciences Industry experience
- 7+ years of solving problems with technology in the Media & Entertainment Industry experience
- 7+ years of solving problems with technology in the Global Financial Services Industry experience
- 7+ years of solving problems with technology in the Telecommunications industry experience
- 7+ years of solving problems with technology in the Automotive & Manufacturing industries experience
- 7+ years of solving problems with technology in the Energy & Utilities industries experience
- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 7+ years of working with Advanced Compute technologies including, but not limited to: Accelerated Compute, High Performance Compute, Visual/Spatial Compute, and/or IoT. experience
- 7+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
- 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level

Preferred qualifications

- Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
- Experience selling to Fortune 1000 or Global 2000 organizations

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