Amazon Web Services (AWS) is seeking an experienced Senior Global Account Manager to lead the strategic relationship with a Fortune 25 managed care and health services enterprise. This role owns the full P&L for the account, drives executive-level engagement across the C-suite, and builds a multi-year transformation roadmap spanning cloud migration, data modernization, and AI/ML adoption. The ideal candidate combines deep healthcare industry knowledge with complex enterprise sales execution and a track record of managing $50M+ annual revenue relationships.
Key job responsibilities
• Own and drive the overall AWS relationship with a top-tier managed care customer, serving as the single-threaded leader accountable for revenue, consumption growth, and customer satisfaction.
• Develop and execute a comprehensive account plan that aligns AWS capabilities to the customer's strategic priorities including claims modernization, member experience, provider engagement, and population health analytics.
• Build and maintain executive relationships at the CIO, CTO, CDO, CISO, and business unit president level. Establish regular cadence of strategic business reviews and innovation sessions.
• Orchestrate cross-functional AWS teams (solutions architects, specialist sales, ProServe, partner, support) to deliver against customer outcomes and drive workload migration.
• Identify and qualify large-scale transformation opportunities ($10M+) across infrastructure modernization, data lake/analytics, AI/ML, and generative AI use cases.
• Navigate complex procurement environments including enterprise agreements, EDP commitments, and multi-year strategic deals. Own forecasting accuracy and pipeline hygiene.
• Partner with the customer to define cloud governance, security, and compliance frameworks aligned to HIPAA, HITRUST, and state regulatory requirements.
• Represent the voice of the customer back into AWS product and engineering teams through Product Feature Requests (PFRs) and executive escalation paths.
• Travel up to 40% to customer sites and AWS events as needed.
A day in the life
No two days look identical, but the constants are: you are the strategic quarterback for everything AWS does with this customer, you move fluidly between C-suite conversations and technical execution, and you own the outcome.
About the team
AWS Healthcare and Life Sciences (HCLS) Global Accounts manages the most strategic payer, provider, and life sciences relationships in the AWS portfolio. We operate as small, agile pods backed by the full depth of AWS, partnering with C-suite executives to build multi-year cloud transformation roadmaps. The culture rewards ownership, intellectual curiosity, and the ability to simplify complexity for senior audiences.
BASIC QUALIFICATIONS
- Experience managing teams, or experience building complex software systems that have been successfully delivered to customers
- Knowledge of data engineering pipelines, cloud solutions, ETL management, databases, visualizations and analytical platforms
- 10+ years of enterprise technology sales or strategic account management experience, with at least 5 years managing complex, multi-stakeholder accounts with annual revenue exceeding $30M.
- 5+ years of experience selling into the healthcare, health insurance, or managed care industry with demonstrated knowledge of payer business models, regulatory landscape, and technology priorities.
- Proven track record of building and maintaining C-level relationships (CIO, CTO, CDO, CFO) and influencing enterprise technology strategy at Fortune 500 organizations.
- Experience leading complex, multi-year enterprise agreements and consumption-based commercial models with deal sizes exceeding $50M TCV.
- Demonstrated ability to develop and execute strategic account plans that drive double-digit year-over-year revenue growth.
- Experience orchestrating cross-functional teams (technical, sales specialists, professional services, partners) to deliver customer outcomes in a matrixed environment.
- Bachelor's degree or equivalent professional experience.
PREFERRED QUALIFICATIONS
- 10 years of Healthcare account experience
- Experience positioning cloud-native architectures, data platforms, and AI/ML solutions to address healthcare payer challenges (care management, utilization management, network optimization, member engagement).
- Knowledge of healthcare compliance and security frameworks including HIPAA, HITRUST, SOC 2, and FedRAMP (for government programs).
- Experience with enterprise discount programs, committed spend agreements, and multi-year cloud financial planning.
- Track record of landing and expanding generative AI or advanced analytics initiatives within large healthcare enterprises.
- Experience navigating M&A-driven IT integration scenarios and positioning cloud as an accelerant for post-merger technology consolidation.
- Strong operational rigor: pipeline management, forecasting accuracy, CRM discipline, and written communication skills aligned to a high-accountability sales culture.
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, New York - 187,000.00 - 252,900.00 USD annually
