Your responsibilities as an Account Executive on the State of New York team will be to partner with our customers and develop long-term strategies to enable their success. You will deepen business and technical relationships and launch new customer services 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, Partners, Legal, Marketing, Product, Capture/Contracts, and Executive leadership.

You will establish deep business and technical relationships through your knowledge of the customer's goals and environment. You will have day-to-day interactions with customers and our ecosystem of partners (SIs and ISVs) that support these customers.

The ideal candidate will possess both a sales and technical background that enables them to drive an engagement at the CXO level as well as with software developers and IT architects. You should also have a demonstrated ability to think strategically about government priorities and technical challenges and to convey compelling technical solutions to address them.

The preferred location for this role is Albany, New York, where the majority of your customer base works, lives, and operates.

Key job responsibilities

Grow adoption and deepen cloud engagement across the state government portfolio in New York State.

Serve as a key member of the AWS Public Sector team, helping to advance our market and technical strategy.

Articulate and implement strategic territory and account plans aligned to AWS's strategic direction.

Understand the technical considerations, certifications, and procurement processes specific to the public sector.

Identify specific prospects, partners, and channels to approach while communicating a relevant value proposition for your customer.

Work closely with customers to ensure they understand relevant cloud use cases, are successful using AWS services, and are able to build the technical resources required to fully embrace cloud services.

Understand the technical requirements of your customers and work closely with their IT development teams to guide the direction of our product offerings.

Collaborate with AWS Legal and others to manage complex contract negotiations.

Maintain an accurate and robust pipeline and forecast of business opportunities.

Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.

Prepare and deliver business reviews to senior management regarding quarterly and yearly strategies that align with revenue growth expectations.

Accelerate customer adoption and ensure customer satisfaction.

Expect moderate travel.

About the team

The AWS Worldwide Public Sector team helps government, education, healthcare, and nonprofit customers build on AWS to deliver their missions. This role sits within the State and Local Government team covering the State of New York, where AWS is actively investing in long-term customer relationships and cloud adoption across state agencies. We value diverse experiences and encourage candidates to apply even if your career has not followed a traditional path.

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, sales engineering/consulting or equivalent experience

- Experience using Salesforce or other CRM tools

- Experience in a customer-facing role, engaging with customer executives, technologists or partners to solve business problems with advanced technologies

PREFERRED QUALIFICATIONS

- 7+ years of technology sales experience

- Experience with government procurement and contracting process

- Knowledge of AWS or cloud technologies

- Experience engaging with customer relationships at the CXO level

- Experience exceeding sales targets using a consultative, solutions-focused approach or equivalent

- Experience working with government agencies focused on social services

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, NY, Virtual Location - New York - 142,800.00 - 193,200.00 USD annually