Enterprise Account Executive (AWS-Sourced Opportunities)Company: TDK SensEIOverviewTDK SensEI is seeking a high-performing Enterprise Account Executive (AE) to drive revenue growth exclusively through opportunities generated in partnership with Amazon Web Services (AWS). This role is focused on converting AWS-sourced leads and co-sell opportunities into closed enterprise deals, working closely with AWS account teams, partner managers, and technical stakeholders.
The ideal candidate brings a strong track record of closing complex enterprise deals, thriving in partner-led sales environments, and navigating multi-threaded accounts in collaboration with hyperscale ecosystems.
Key Responsibilities AWS Co-Sell & Partner Management - Own and execute the full sales cycle for AWS-originated and AWS-influenced opportunities
- Build deep relationships with AWS Account Managers, Partner Development Managers (PDMs), and Solution Architects
- Actively engage in AWS co-sell programs (e.g., ACE Pipeline, Marketplace, ISV Accelerate)
- Develop joint account plans and drive pipeline generation alongside AWS field teams
Enterprise Sales Execution - Lead complex, multi-stakeholder sales processes within enterprise accounts
- Identify business challenges and align TDK SensEI solutions to customer outcomes
- Drive qualification, value-based selling, negotiation, and closing
- Maintain accurate pipeline visibility and forecast discipline
Deal Acceleration & Expansion - Leverage AWS relationships to accelerate deal cycles and remove blockers
- Expand deal size and scope through cross-functional collaboration
- Identify upsell and expansion opportunities within AWS-led accounts
- Utilize AWS Marketplace as a procurement vehicle where applicable
Internal Collaboration - Partner with Solutions Engineering, Customer Success, and Marketing to drive deal success
- Provide feedback to product and leadership teams based on AWS customer insights
- Share best practices for AWS-driven selling across the broader sales team
Qualifications Required Experience - 7-10+ years of enterprise SaaS or cloud sales experience
- Proven track record of closing $100K-$1M+ ARR deals
- Demonstrated success working with AWS or other hyperscaler ecosystems
- Experience navigating complex organizational structures and procurement processes
Preferred Experience - Direct experience selling through AWS co-sell motions or Marketplace
- Familiarity with AWS programs such as ISV Accelerate, ACE, or Partner Network (APN)
- Experience selling cloud-native, infrastructure, data, or AI/ML solutions
Skills & Competencies - Strong executive presence and ability to influence C-level stakeholders
- Expertise in partner-led sales and ecosystem navigation
- Strategic thinker with a hunter mentality
- Excellent communication, negotiation, and deal management skills
- Highly collaborative, with the ability to align internal and external stakeholders
Success Metrics - AWS-sourced pipeline generation and conversion rates
- Closed ARR from AWS-originated opportunities
- Number of active AWS field relationships and joint account plans
- Deal velocity and win rates on partner-influenced opportunities
