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

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 Strategic 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.

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• 12+ years of enterprise sales, business development, or strategic deal pursuit experience in technology or cloud services.
• Demonstrated track record of personally closing or directly leading the close of deals valued at $50M+ TCV.
• Experience orchestrating large, cross-functional deal teams (7+ stakeholders) through complex, multi-month enterprise sales cycles.
• Proven track record leading AI-driven transformation initiatives within 1-2 major industries across Gaming & Media, Manufacturing, Semi-Conductors, Financial Services, Telco and Conglomerates.
• Experience working with C-suite executives at Fortune 500 / Nikkei 225 equivalent enterprises.
• Fluency in Japanese language and Business level of English

• Deep understanding of at least 1 major industry and existing relationships across Gaming & Media, Manufacturing, Semi-Conductors, Financial Services, Telco and Conglomerates.
• Track record of converting consumption-based cloud relationships into large committed-spend contracts.
• Experience with AI/ML GTM strategy, including generative AI, inference workloads, and enterprise AI transformation.
• Familiarity with cloud service providers’ market value proposition
• MBA or equivalent advanced degree.

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