As an Account Executive on the Nonprofit (NPO) team within Amazon Web Services (AWS) Worldwide Public Sector (WWPS), you will drive expanded AWS adoption across a portfolio of small to mid-size nonprofit organizations that have already begun their cloud journey. You will own the full sales cycle - from identifying expansion opportunities through close - helping nonprofit organizations deepen their use of AWS services to increase operational efficiency, scale their missions, and unlock new capabilities through cloud and AI.

This role requires a hunter mentality combined with a consultative sales approach. You will work within a small, fast-paced team, leveraging the AWS Partner Network (APN) and engaging directly with nonprofit organizations to drive workload expansion, service adoption, and revenue growth across your territory. You will develop novel approaches for reaching and engaging customers at scale, using data-driven territory management to prioritize high-potential accounts across a large book of business.

You will engage customers face-to-face and via teleconference, interacting at the CXO level in strategic accounts. The ideal candidate possesses both business acumen to drive executive-level engagements and technical knowledge to interact effectively with software developers and architects.

This position requires working from the local office when not at customer sites.

Key job responsibilities

Sales Execution
• Own the full sales cycle from opportunity identification through close for expansion and new workload opportunities
• Prospect and qualify new workload opportunities within existing accounts that have crossed the AWS engagement threshold
• Meet or exceed quarterly revenue targets while maintaining robust pipeline coverage
• Maintain accurate sales forecasts and pipeline reporting in Salesforce
• Leverage data-driven territory management to prioritize outreach and identify high-potential prospects across a large territory

Customer Engagement
• Develop and execute territory plans to maximize cloud adoption and revenue growth across small to mid-size nonprofit organizations
• Translate cloud and AI capabilities into mission-relevant use cases for nonprofit organizations
• Build relationships across customer organizations, including C-level executives (CEO, CTO, CIO), engineering, IT/operations, and procurement
• Conduct discovery calls to understand organizational missions, technical environments, and growth opportunities
• Drive in-person customer meetings, quarterly business reviews, and executive engagements to accelerate deal velocity and deepen relationships

Nonprofit Sector Expertise
• Navigate nonprofit procurement processes including grant-funded purchasing, board approvals, and fiscal year buying cycles
• Structure deals that align with nonprofit operating models, including grant-funded and budget-constrained environments
• Apply knowledge of nonprofit-specific AWS programs to accelerate customer adoption and drive pipeline
• Develop understanding of the nonprofit technology landscape, including common challenges around funding constraints, digital transformation, and capacity building

Collaboration & Partner Engagement
• Partner with solutions architects and internal stakeholders to accelerate deal velocity and deliver compelling technical solutions
• Collaborate extensively with the AWS Partner Network - including systems integrators, resellers, and nonprofit-competency partners - to drive customer success and extend market reach
• Coordinate with ProServe, Marketing, and Customer Success Managers to support customer outcomes and grow accounts post-launch

A day in the life

You will balance expanding adoption within engaged accounts with identifying new workload opportunities across your territory. You will spend time analyzing account data to prioritize outreach, conducting discovery calls to understand nonprofit missions and technical challenges, and crafting proposals that connect AWS capabilities to mission outcomes. You will navigate nonprofit procurement processes, coordinate with partners and internal teams, and drive deals from qualified through close. You will maintain your pipeline in Salesforce, forecast accurately, and participate in weekly forecast calls, monthly business reviews, and top deal inspections. This role requires strategic thinking at scale, a bias for action, and the autonomy to innovate your approach to driving cloud adoption across a diverse portfolio of mission-driven organizations.

BASIC QUALIFICATIONS

- 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience

- Bachelor's degree or equivalent

- Experience in generating new opportunities with strong focus on pipeline tracking and deal execution through entire sales cycle

- MBA, or experience with sales CRM tools such as Salesforce or similar software

PREFERRED QUALIFICATIONS

- AWS Associate level certification, or Bachelor's degree in business administration, finance, economics, computer science, data science, engineering, or other related field

- Experience selling cloud solutions at a software company or equivalent

- Experience driving new business in greenfield accounts at the C-suite level or equivalent

- Experience in enterprise software

- Experience developing and executing sales strategies, tactics, plans, processes, systems and programs

- Experience working with partners through account, product or program management and business development engagements

- Experience managing large amounts of data

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, TX, Austin - 92,400.00 - 160,000.00 USD annually

USA, VA, Arlington - 92,400.00 - 160,000.00 USD annually