Would you like to own driving new revenue for a leader in cloud computing? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS) in state government? Do you have the business acumen, relationships, government sales experience and the technical background necessary to help government agencies solve their most pressing challenges?
Amazon Web Services is expanding in the U.S. Public Sector market, and this group within Amazon offers a creative, fast-paced, entrepreneurial work environment where you’ll be at the center of Amazon innovation.
As a Principal Account Executive within Amazon Web Services, you will have the opportunity to help drive the expansion and rapid migration to cloud-based services. You'll help lead the State of Maryland's government agencies modernize IT services and rapidly improve the citizen experience.
Your responsibilities will include growing and developing strategic customers within the Maryland Health and Human Services agencies. You will deepen strategic business relationships and launch new customer solutions by helping to define, identify and pursue key opportunities. This includes determining the most effective go-to-market strategies and collaborating with AWS Solution Architects, external Partners, Public Policy, Marketing, Legal, Product, Capture/Contracts, Sales peers, and executive leadership.
You need to possess a technology sales background to drive engagement at the agency CXO and decision-maker level as well as with software developers, IT architects, and systems integrators. You will need to think strategically about customer business and technical challenges, and convey ideas to solve them, while working across organizations to build consensus. A keen sense of ownership and scrappiness is necessary.
Key job responsibilities
In this role, you will:
- Drive revenue and cloud adoption in a defined account base.
- Help advance our market and technical strategy.
- Develop, articulate and implement account plans aligned to AWS's strategic direction.
- Identify specific prospects/partners/channels to collaborate with to serve customers.
- Work closely with customers to ensure that they understand relevant cloud use cases, are successful using AWS services, and are able to build the governance model(s) and technical resources required to fully embrace operating in the cloud.
- Maintain an accurate and robust pipeline and forecast of business opportunities by engaging with prospects, partners, and key customers.
- Prepare and deliver business reviews to the senior management team regarding quarterly and yearly strategies that align with revenue growth expectations.
- Accelerate cloud adoption and ensure customer satisfaction.
- Frequent customer meetings in Baltimore and Annapolis, Maryland is required.
- This position can be based in MD or Northern Virginia with access to IAD and WAS Offices
A day in the life
You will differentiate AWS through your deep business and technical relationships and your ability to understand the customer's strategic goals and environment. You will have daily interactions with customers and our eco-system of partners (consulting partners and ISVs) to ensure both the near-term success of cloud migration projects and the long-term transformation of government IT.
About the team
The AWS State and Local Government team is part of the Worldwide Public Sector (WWPS) Division of AWS. We're experienced sales professionals with a passion for serving the mission of government while having fun and making history. We obsess about our customers' success and view their long-term goals to improve the effectiveness of government as the purpose of our organization.
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 (gender diversity) 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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud. - 7+ years of technology related sales, business development or equivalent experience
- Bachelor's degree or equivalent
- Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent- Experience selling cloud solutions at a software company or equivalent
- Experience with AWS and technology as a service (IaaS, SaaS, PaaS)
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, 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
https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
