Help mission-driven organizations accelerate their impact by connecting innovative cloud and AI solutions with the unique challenges nonprofits face. As a Named Account Manager on the Membership and General Nonprofit team, you'll be a strategic partner who goes beyond traditional sales - helping associations, foundations, and nonprofit organizations unlock their potential through generative AI, data and analytics, application modernization, and cloud-first strategies.
We are looking for self-motivated sales professionals who possess a dynamic blend of strategic relationship building and solution crafting: diving deep into member-based and mission-driven organizations, understanding customer operational constraints and growth ambitions, and mapping transformative solutions that stretch limited budgets while driving outsized community impact. You bring a sales, business, and technical background that enables you to drive cloud adoption and AI/ML outcomes with Executive Directors, CTOs, and board-level stakeholders, as well as engage with IT leaders, development teams, and program executives who are reimagining how technology serves their mission.
As an Account Executive, you will own and grow AWS revenue across a named portfolio of nonprofit and membership organizations. This role requires 5+ years of experience in technology sales - ideally in cloud, SaaS, or infrastructure - and a proven track record of building pipeline and closing complex, multi-stakeholder deals. With your consultative approach and deep understanding of how technology amplifies mission outcomes, you will act as a strategic partner to nonprofit leaders: educating them on AWS capabilities, building business cases that resonate with budget-constrained environments, and identifying opportunities across cloud migration, modernization, and AI/ML adoption. You'll work closely with internal cross-functional teams - Solutions Architects, Partner Managers, and Customer Success - to deliver measurable results that help your customers serve their communities more effectively.
Key job responsibilities
• Create and articulate compelling value propositions around AWS services - including AI (Amazon Bedrock, Amazon Quick, AgentCore), data and analytics, and cloud infrastructure - aligned to the customer's business objectives
• Drive adoption and consumption growth in a defined set of nonprofit accounts to meet or exceed revenue targets, developing and executing a strategic plan that maintains a robust sales pipeline across existing customers
• Analyze sales and usage data from your accounts to identify modernization, migration, and AI workload opportunities, evolving your strategy based on insights
• Leverage the AWS Partner ecosystem and AWS Marketplace to drive co-sell motions and joint value delivery, while serving as a trusted advisor on digital transformation and innovation
• Develop long-term strategic relationships with key accounts, accelerating customer adoption through education, engagement, and executive alignment on cloud-first and AI-first strategies
A day in the life
Your morning begins by reviewing pipeline, checking for customer replies, and prepping for the day's meetings. Mid-morning is customer-facing - discovery calls, QBRs, or executive check-ins with nonprofit executives and support personnell. Between meetings, you will spend time updating Salesforce, coordinating with SAs and partners on proposals, and navigating pricing approvals. Afternoons often involve internal syncs (deal strategy sessions, forecast calls, or pipeline reviews), drafting follow-ups, and unblocking stalled deals. The day wraps with pipeline hygiene - advancing opportunities, logging activities, and planning tomorrow's priorities. Every day is a mix of selling, strategizing, and shepherding deals forward.
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred 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.
BASIC QUALIFICATIONS
- 5+ years of full sales cycle, technology sales or equivalent business development experience
- 5+ years of direct field experience selling software or cloud solutions experience
- Experience in large complex deal negotiations with a successful track record
- Bachelor's degree or equivalent
- Experience working with transformative technologies including cloud, IoT, business intelligence, and analytics
- Ability to travel to meet with customers and support internal meetings.
PREFERRED QUALIFICATIONS
- Experience proactively growing customer relationships within an account while expanding their understanding of the customer's business
- Experience delivering business outcomes at the CXO and lines of business levels, ideally within nonprofit membership, healthcare and education, verticals.
- A technical background or familiarity with AI/ML, generative AI, or data analytics technologies
- Effective verbal and written communication skills; ability to articulate complex cloud and AI concepts to both technical and non-technical audiences
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, PA, Pittsburgh - 92,400.00 - 160,000.00 USD annually
USA, VA, Arlington - 92,400.00 - 160,000.00 USD annually
