Amazon Web Services (AWS) is seeking a Principal Account Executive to lead strategic relationships with some of the largest health systems in the United States. In this role, you will own the executive relationship and overall AWS business for a portfolio of multi-state integrated delivery networks, helping them modernize infrastructure, unlock data, and apply generative AI to improve clinical outcomes, patient experience, and operating margin.
You will act as the CEO of your territory, building multi-year account strategies, orchestrating AWS specialists, solutions architects, professional services, and partners, and engaging C-suite leaders (CEO, CIO, CFO, CMIO, CDIO) on transformational initiatives.
Key job responsibilities
- Own the strategy, executive relationships, and revenue growth for a portfolio of strategic health system accounts; consistently achieve or exceed quarterly and annual revenue and consumption goals.
- Develop and execute multi-year account plans aligned to customer priorities such as EHR hosting and migration, data center exit, clinical and operational analytics, cybersecurity and resiliency, and generative AI.
- Build and maintain trusted relationships with C-suite and senior clinical, IT, and financial leaders; position AWS as a strategic partner in the customer's transformation.
- Lead complex, multi-year commercial agreements (e.g., Enterprise Discount Programs and migration incentives) from qualification through negotiation and close.
- Orchestrate an account team of specialists, solutions architects, ProServe, customer success, and executive sponsors to deliver measurable outcomes.
- Drive co-sell motions with ISV and systems integrator partners, including EHR ecosystem partners, AWS Marketplace, and ACE opportunities.
- Maintain accurate pipeline, forecasting, and account hygiene in Salesforce; provide regular business reviews to leadership.
- Represent the voice of the customer to AWS service teams and leadership, influencing roadmap and go-to-market strategy for healthcare providers.
A day in the life
A typical week may include an executive briefing with a health system CIO, a working session with solutions architects on an EHR migration plan, a joint account planning call with a strategic partner, and travel to a customer site or industry event such as HIMSS or CHIME. You will balance long-term strategy with near-term deal execution.
About the team
The AWS Healthcare Providers sales team partners with leading U.S. health systems to accelerate digital transformation. We value ownership, customer obsession, and inclusion, and we invest in mentorship and career growth for every team member.
BASIC QUALIFICATIONS
- 10+ years of technology sales experience
- Experience in management of large, complex enterprise accounts or equivalent
- Experience engaging with and influencing C-level executives
- Travel up to 50% of the time
PREFERRED QUALIFICATIONS
- AWS Associate level certification or AWS Certified Cloud Practitioner
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, IL, Chicago - 170,000.00 - 230,000.00 USD annually
USA, MI, Detroit - 170,000.00 - 230,000.00 USD annually
USA, PA, Pittsburgh - 170,000.00 - 230,000.00 USD annually
USA, TX, Austin - 170,000.00 - 230,000.00 USD annually
USA, TX, Dallas - 170,000.00 - 230,000.00 USD annually
