Amazon Business is a fast-growing, global startup at the intersection of tech & retail in the B2B space. The Principal, Amazon Business Deal Strategy is a thought leader in growing B2B strategic spend with the enterprise customer segment. We strive to be the most recognized and preferred strategic partner for smart business buying by setting out every day to innovate and disrupt the status quo. We are passionate about developing innovative purchasing and procurement solutions to help businesses and organizations thrive. Bring your insight, imagination and a healthy disregard for the impossible. Join us in building and celebrating the value of Amazon Business to buyers and sellers of all sizes and industries. Unlock your career potential.

The ideal candidate will have experience working with negotiated selling deal desks, driving process improvements in early-stage operations, building mechanisms to achieve high-quality and consistent deal execution, and partnering with stakeholders to support the needs of the internal Sales teams and external customers.

Key job responsibilities
- Owns the playbook for deal strategy and process
- Builds approach to drive better deal quality, consistent pricing/discounting strategy with customers
- Works across business sectors to discover and address differences, and drive adoption of best practices with Sales
- Drives improvements in the deal lifecycle by measuring segments, identifying and driving improvement opportunities
- Thought leader in strategy for financial assessments, approval thresholds and processes. Influences partner teams to improve and adhere to established processes.
- Influences the right logic behind CRM system usage and data organization; influences business logic for revenue attribution and tracking
- Creates best practices and enforces usage of Go/no-go; bid/no-bid; pursuit rubrics; implements tracking processes to analyze Sales and customer behavior; uses insights to inform deal strategy.
- Drives the scaling of deal Self-service across Sales sectors; defines use cases that require direct deal support
- Owns the business performance review mechanism
- Helps define deal support team capacity planning and throughput metrics; builds mechanisms to track

About the team
The Managed Spend team develops and executes effective sales strategies to win the largest/most-complex contract spend deals across the Amazon Business customer base. We are on the cutting edge of new-business acquisition for managed spend at Amazon Business.

- 7+ years of developing, negotiating and executing business agreements experience
- 7+ years of professional or military experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience influencing internal and external stakeholders
- Experience in process improvement, lean methodologies, or related fields

- Experience developing, leading, negotiating and executing corporate and/or business transactions
- Experience thinking and working creatively to develop unique joint value propositions and product strategy within a partner ecosystem
- Experience with financial modeling for commercial pricing terms
- Demonstrated success owning or working with Sales teams on strategic and complex deals from opportunity through closure
- Strong knowledge of Lean Six Sigma methodologies

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, 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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $158,400/year in our lowest geographic market up to $262,000/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit This position will remain posted until filled. Applicants should apply via our internal or external career site.