Description
We are hiring a Deal Desk Lead, Cloud Marketplaces & Partnerships , AWS Focus to lead the commercial execution framework for cloud-partner transactions. This role will focus on supporting the AWS and OpenAI partnership, including AWS Marketplace and other partner-led enterprise commercial motions.
This is an individual contributor role for someone who combines strong enterprise deal judgment with operational rigor and a builder mindset. You will Translate complex AWS partner-led transactions into executable commercial structures, approvals, and repeatable Deal Desk processes.
You will not own partner relationship management, pipeline generation, or sales closing. Instead, you will own the Deal Desk execution and governance layer that helps AWS-related opportunities move efficiently without creating unmanaged downstream risk across contracting, billing, revenue recognition, provisioning, reporting, controls, auditability, or customer experience.
The right candidate is comfortable moving between complex individual transactions and broader process improvement. They can assess risk, recommend practical paths forward, align cross-functional stakeholders, and convert recurring transaction patterns into scalable guidance, controls, systems requirements, and enablement.
This role is based in San Francisco, CA. We use a hybrid work model of three days in the office per week and offer relocation assistance to new employees.
In this role, you will:
- Serve as the Deal Desk subject matter expert, partnering cross-functionally to structure and execute complex AWS Marketplace and partner-led enterprise transactions
- Establish clear governance and guardrails for partner-led deals, advising on transaction structures and assessing their downstream impact on contracting, billing, and revenue recognition
- Translate emerging commercial requirements into scalable quote-to-cash workflows and systems requirements, identifying friction points to drive process improvements and automation
- Assess the downstream operational and financial impact of proposed deal structures across contracting, billing, revenue recognition, and auditability
- Build repeatable execution mechanisms, including approval matrices, standard operating procedures, and playbooks to strengthen commercial motion
- Support private offer structuring and execution on a day-to-day basis