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 explicit 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 transparent deal progress