Enterprise Negotiator, AWS Sales, Marketing Global Services Legal

Join to apply for the Enterprise Negotiator, AWS Sales, Marketing, & Global Services Legal role at Amazon Web Services (AWS)

Amazon Web Services (AWS) is seeking an experienced negotiator who will independently lead negotiations of complex cloud services agreements with sophisticated enterprise customers. The AWS Enterprise Negotiator owns and drives all aspects of these negotiations, including developing internal strategy, crafting proposals for custom terms, drafting bespoke contractual provisions, collaborating with internal stakeholder groups and business leadership to drive open points to closure, and serving as the face of AWS Legal in customer negotiation calls.

To be successful, you will need to demonstrate mastery of complex contractual terms and related technology and business considerations. You must earn trust with enterprise customers by understanding their position on key open points and developing middle‑ground solutions that drive resolution, showing poise under pressure on tight timelines, and demonstrating sound judgment in ambiguous situations.

• Independently lead high‑stakes, competitive, time‑intensive negotiations with enterprise customers.
• Evaluate and draft custom contract terms.
• Influence and earn trust with enterprise customers.
• Collaborate with internal stakeholders and subject matter experts to resolve customer issues and minimize risk to AWS.

• Bachelor’s degree or equivalent.
• 5+ years of multi‑million dollar contract negotiation experience.
• 5+ years of drafting and negotiating legal terms in a broad range of standard commercial contracts.
• Experience with complex commercial/legal concepts and drafting, ability to read and interpret legal terminology quickly.

• J.D. or Master’s degree.
• Experience as in‑house attorney.
• Knowledge of cloud computing technologies.
• Experience independently leading negotiations of complex B2B enterprise technology contracts involving SaaS, IaaS, AI/ML, GenAI, or cloud computing.
• Experience advising business teams on deal and negotiation strategy, implications of contract terms, and legal and commercial risk.
• Deep understanding of legal concepts like indemnity, limitation of liability, privacy and security, and order of precedence.
• Ability to understand, discuss, and resolve counter party questions and concerns while providing consistent reporting on deal status and outcomes to stakeholders.
• Ability to explain complex legal and commercial contract terms to sophisticated counter parties and business teams, and negotiate custom provisions where appropriate.
• Ability to identify and build consensus for middle‑ground solutions and drive complex deals to close with minimal friction.
• Ability to create, maintain and improve standard operating procedures and negotiation resources pertaining to business‑to‑business enterprise contract negotiations.
• Excellent organizational skills and ability to provide oversight, guidance and management to multiple projects simultaneously and follow through to meet deadlines.
• High degree of independence, initiative, decisiveness and creative thinking, and a desire to be challenged.
• Excellent interpersonal, oral and written communication skills.
• Highest standards of ethics and professional integrity.
• Strong business and legal judgment, including in ambiguous situations.
• Ability to prioritize in a fast‑moving environment.

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Compensation for this position ranges from $68,400 to $146,300 per year, depending on geographic location. Additional compensation such as equity, sign‑on payments and benefits may be offered.