Description
In this role, you will architect and lead strategic, high-complexity deal pursuits that accelerate customer adoption of AWS cloud through partner-led and ProServe-led motions. Working directly with AWS senior leadership, enterprise account teams, and cross-functional stakeholders, you will own deal qualification, commercial strategy, and proposal development for large-scale migration and modernization opportunities.
This is an individual contributor role with outsized strategic impact. You will operate at the intersection of customer business outcomes, partner economics, and AWS investment strategy to structure differentiated offers that win against incumbents and drive net-new customer acquisition for AWS.
Key job responsibilities
Deal Strategy & Execution
Own deal strategy for the largest, most complex, and most strategic opportunities across APJ, from qualification through close.
Architect commercial deal structures that align partner incentives, AWS investments, and customer value realization into compelling proposals.
Lead deal qualification with rigor - applying sound judgment to prioritize pursuits that meet strategic and financial thresholds while proactively exiting low-probability opportunities early.
Guide and coach other members of the team.
Stakeholder Leadership & Influence
Serve as a trusted advisor to AWS partners, enterprise sales teams, and senior leadership on deal positioning, competitive strategy, and investment allocation.
Coach partners and account teams on developing business cases that articulate measurable outcomes for large enterprise customers.
Engage and influence customer decision makers through to CxO level.
Navigate complex approval processes and cross-functional coordination with speed
Operational Rigor & Pipeline Acceleration
Support rapid decision-making in fast-paced deal cycles, providing leadership visibility into deal health, risk, and resource needs.
Solve complex deal blockers - including supporting team members.
Build scalable processes and mechanisms that drive operational excellence and reduce resolution time for recurring deal patterns.
Commercial Impact & Measurement
Develop commercial strategies that deliver measurable business impact - quantifying cost of delay, migration economics, and long-term customer value.
Use data to assess strategic costs, benefits, and ROI of partnership investments, translating analysis into actionable recommendations for leadership.
Basic Qualifications
- 7+ years of developing, negotiating and executing business agreements 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 Go-To-Market, Business Development, Sales, or Consulting 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
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
Amazon is an equal chance employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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 for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.
📌 Principal Deal Consultant, Migration and Modernization GTM (Sydney)
🏢 Amazon
📍 Sydney