Strategic Customer Engagements, Americas, Startups

Amazon is hiring a Strategic Customer Engagements, Americas, Startups in Arlington, United States. It pays $157k-$213k a year and Level rates it ; you can apply on Amazon.

Level's read on this job

On Level's scale, this role is Little AI ●○○○: aI is not part of the work.
Tools and skills the posting cites include AWS, GenAI and deal negotiation.
Level classifies it as a lead role.
Level lists 21,000+ other open roles at Amazon.
The role was posted within the past week.

AI in this role

Lead end-to-end deal strategy, structuring, and negotiations for large, complex, and strategic cloud and GenAI customer opportunities.

awsgenai

deal-negotiationsales-strategycontractingexecutive-engagementcloud-computing

Amazon Web Services (AWS) is seeking a Deal Lead 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, and to establish AWS as their 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 involving close partnership between the SCE team and other Amazon and AWS stakeholders.

As a Deal Lead, you will be responsible for managing the end-to-end deal cycle for strategic, large, complex, or highly competitive deals. You will focus on building trust with customers by creating actionable strategies, developing and shaping opportunities, and leading deal engagements through negotiations and closure. This highly visible role will own engagement with customer 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, and other strategic relationships. You will work collaboratively to drive results by partnering with AWS customers, AWS field sales executives, and other internal stakeholders to empower our customers to evolve, address challenges, and create innovative solutions.

Key job responsibilities
- Lead negotiations and drive customer closure for strategic, large, complex, or highly competitive deals, including GenAI opportunities, managing the end-to-end deal cycle from strategy through contractual completion
- Develop and shape overall deal strategy, structure, and pricing approaches to meet customer business outcomes and goals, while identifying and resolving deal blockers
- Collaborate closely with Americas regional sales teams and global stakeholders — including Service Teams, Finance, and Legal — to align resources, remove obstacles, and achieve desired business outcomes
- Act as a trusted advisor to AWS Field Sales Executives on commercial strategy, partnering in the execution of the sales cycle for strategic and highly competitive opportunities
- Present deal proposals to customers and communicate the AWS value proposition, influencing alignment with internal stakeholders and experts to drive revenue growth and cloud adoption

A day in the life
Your primary focus is guiding complex, high-value deals from initial strategy through signed agreement. You might start the morning reviewing a deal proposal with a solutions architect, then join a call with a customer's procurement team to work through commercial terms. After lunch you could be collaborating with Finance and Legal to finalize pricing structures, followed by preparing a narrative for senior leadership on a competitive opportunity. Throughout, you balance independent analysis with real-time collaboration across sales, service, and business teams to keep deals moving forward.

About the team
The Strategic Customer Engagements team at AWS partners with customers across industries to structure and close some of the most impactful cloud deals in the market. We operate at the intersection of sales strategy, deal structuring, and customer relationships, working alongside field sales, service teams, and cross-functional partners to deliver outcomes that matter. Our team values creative problem-solving, clear communication, and a collaborative approach. We are focused on expanding our reach across the Americas and continuing to help customers accelerate their cloud adoption journey.

Basic qualifications

- Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals
- 7 + 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
- 7+ 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

Preferred qualifications

- Advanced degree or equivalent relevant experience
- Direct field experience with enterprise accounts
- Strong written and verbal presentation skills with the ability to articulate complex concepts to cross functional audiences

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, CA, San Francisco - 157,100.00 - 212,600.00 USD annually
USA, IL, Chicago - 142,800.00 - 193,200.00 USD annually
USA, MA, Boston - 142,800.00 - 193,200.00 USD annually
USA, NY, New York - 157,100.00 - 212,600.00 USD annually
USA, TX, Austin - 142,800.00 - 193,200.00 USD annually
USA, TX, Dallas - 142,800.00 - 193,200.00 USD annually
USA, TX, Houston - 142,800.00 - 193,200.00 USD annually
USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually
USA, VA, Herndon - 142,800.00 - 193,200.00 USD annually
USA, WA, Seattle - 142,800.00 - 193,200.00 USD annually

How we rate this

Strategic Customer Engagements, Americas, Startups at Amazon rates 20 out of 100 for how much of the daily work is AI. That makes it Little AI (AI Level 1 of 4). The level is about AI in the job, not seniority.

Classification

Little AI. AI is not part of the work.

●●●● Builds AI80 to 100
●●●○ Works on AI60 to 79
●●○○ Uses AI40 to 59
●○○○ Little AI0 to 39

Levels come from how often the tools, models and workflows of the role are named in the posting itself. Read the description and count the AI tools, models and workflows it names.

Key facts

Strategic Customer Engagements, Americas, Startups is an open job at Amazon.
Level rates this role AI Level 1 of 4: Little AI.
The listed salary is $157k-$213k a year.
The role is based in US, VA, Arlington.
The job was posted on October 28, 2026.
Seniority: lead.
Applications are handled by Amazon. Apply on Amazon

Prepare for this job

Built from this posting and from similar jobs on Level.

Skills and AI tools this role asks for

Deal NegotiationSales StrategyContractingExecutive EngagementCloud ComputingAWSGenAI

Questions you could be asked

Tell me about a project where deal negotiation was part of your work. What did you do?
Tell me about a project where sales strategy was part of your work. What did you do?
Tell me about a project where contracting was part of your work. What did you do?
Tell me about a project where executive engagement was part of your work. What did you do?
Tell me about a project where cloud computing was part of your work. What did you do?

Adapt your resume

List these exact terms on your resume: Deal Negotiation, Sales Strategy, Contracting, Executive Engagement, and Cloud Computing. An applicant tracking system matches the wording, not the idea.
Attach one line of real, concrete experience to at least one of them. A tool named with nothing behind it rarely survives a human read.

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