Description
Amazon Web Services (AWS) は、東京を拠点とするStrategic Customer Engagements (SCE) Deal Leadを募集しています。

SCEは、変革的、戦略的、大規模、複雑、または競争の激しい案件において、コマーシャルセクターおよびパブリックセクターの顧客と向き合う、専門性の高いグローバル営業チームです。案件の初期段階から契約締結まで、包括的な戦略立案、案件設計および交渉を支援します。この役割は、AWSの戦略的機会に深く関与し、アジア太平洋および日本(APJ)地域における成長を加速させ、顧客から最も信頼されるクラウドテクノロジープロバイダーとしての地位を確立を目指す極めて重要な職務です。対象となる業界は多岐にわたり、金融サービス、通信、メディア・エンターテインメント、エネルギー、ヘルスケア・ライフサイエンス、自動車・製造業、公共セクターなどをカバーします。顧客規模もスタートアップから大企業まで幅広く、AmazonおよびAWSの各部門と連携したグローバル戦略の推進も含まれます。顧客のデジタルトランスフォーメーションを支援し、革新的なクラウドソリューションの導入を促進することが、この役割の本質的な使命となります。

顧客顧客日本市場におけるSCE Deal Leadとして、戦略的、大規模、複雑、または競争の激しい案件の全取引プロセスを統括します。実行可能な戦略立案から、ビジネスチャンスの発掘、形成、交渉、契約締結に至るまで、顧客との信頼関係構築に最大の重点を置きます。顧客のCXOレベル、IT部門および事業部門と緊密に連携し、具体的なビジネス成果の達成を目指します。AWSサービスの導入拡大、戦略的な契約条件の提案、市場開拓、Amazon全体の戦略的パートナーシップの強化を通じて、顧客のビジネス変革を支援します。

社内の営業部門を含む多様なステイクホルダーと協働し、顧客の経営課題解決と革新的なソリューション開発に積極的に取り組みます。戦略的思考、高度な交渉力、部門横断的な調整能力を発揮し、顧客中心のアプローチで具体的な成果創出を実現することが求められます。

Amazon Web Services (AWS) is seeking a Deal Lead for the Strategic Customer Engagements (SCE) team in Tokyo, Japan.

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 Asia Pacific Japan region (APJ), 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 SCE Deal Lead focusing on Japan market, you will be responsible for managing the end to end Deal Cycle for strategic, large, complex or highly competitive deals. You will focus on earning 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, pan-Amazon, 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 to create innovative solutions.

Key job responsibilities

主な職務責任

• 戦略的、大規模、複雑、または競争の激しい案件の交渉と顧客獲得を主導する
• 顧客のビジネス成果と目標を達成するための包括的な取引戦略と案件構造を立案し、具現化する
• AWSの価値提案とソリューション開発に貢献する
• 収益成長とクラウド導入の加速に向けた取り組みを推進する
• 日本の営業チーム、および関連する地域およびグローバルの関係者(サービスチーム、財務、法務など)と緊密に連携し、組織横断的な協働を実現する
• AWSフィールドセールスエグゼクティブと協働し、個別案件の戦略策定において信頼できるアドバイザーとして活動する:戦略的、複雑、または競争の激しいビジネスチャンスの案件遂行のパートナーとなる
• 案件進行における障害を取り除き、望ましいビジネス成果を達成するために、社内関係者、専門家、および直接管理下にないその他のリソースとの連携を促進し、影響力を発揮する
• 戦略的な契約条件提案の戦略を策定し、取引の阻害要因を効果的に特定して対応する
• 顧客への取引提案のプレゼンテーションを主導またはサポートする

Key job responsibilities

• Lead negotiations and customer closure for strategic, large, complex or highly competitive deals
• Develop and shape the overall deal strategy and structure to meet customer business outcome and goals
• Contribute to developing AWS's value proposition and solutions
• Drive revenue growth and Cloud adoption
• Closely collaborate with key stakeholders across the organization for Japan sales teams, and related regional and global stakeholders (Service Teams, Finance, Legal, etc.)
• Act as a trusted advisor in the development of the commercial strategy of deals with AWS Field Sales Executives: partner in the execution of the sales cycle for strategic, complex, or highly competitive commercial opportunities
• Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes
• Develop strategies for pricing and discounts; effectively communicate and identify deal blockers
• Lead or support presentation of deal proposals to Customers

About The Team
SCE is a specialized global deal team that engages with Customers and partners with the field sales on deal strategy and structuring, through contractual closure for transformational, strategic, large, complex, and/or highly competitive Customer opportunities.

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.

Why AWS?

Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture

Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth

We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve in the cloud.

Basic Qualifications

• ソフトウェアまたはクラウド サービス/インフラストラクチャに関する大規模で戦略的かつ複雑な取引において、案件の立ち上げから成約完了まで、顧客と緊密に協働した8 年以上の実績を有すること
• 大規模な商業/エンタープライズ案件において、CXOレベルの経営幹部、IT、事業部門、調達、財務、法務および社内関係者との共同、提案、交渉を推進した8年以上の経験を有すること
• ビジネス、経済学、テクノロジー、またはファイナンス分野においける学士号(または同等の職務経験)
• ネイティブレベルの日本語能力を有すること
• 8 + 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
• 12+ years 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
• Bachelor degree in Business, Economics, Technology or Finance (or equivalent work experience)
• Native or business-level Japanese language proficiency required

Preferred Qualifications

• エンタープライズ顧客との直接的な営業経験
• ビジネスレベルの英語能力
• Advanced degree or equivalent relevant experience
• Direct field experience in working with enterprise accounts
• Business level English proficiency

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.

Company
- Amazon Web Services Japan GK

Job ID: A3143738