Application deadline: Sep 29, 2026
This is not an individual contributor sales role. You will lead a team of enterprise Account Executives (sellers) who own named healthcare providers, academic medical centers, and integrated delivery networks across the Western United States. You'll be responsible for setting the strategic direction, coaching sellers through complex deal cycles, and ensuring your team consistently delivers against quarterly and annual revenue targets. You will own key relationships at our top customers and connect the dots between a health system's biggest challenges and AWS's broadest set of cloud, AI, and purpose-built healthcare capabilities.
Healthcare Providers are navigating an unprecedented environment: margin compression, workforce shortages, regulatory complexity, and rapidly rising patient expectations. At the same time, AI is moving from pilot to production across clinical documentation, operational automation, clinical decision support, and patient engagement. AWS is uniquely positioned with purpose-built services like Amazon Connect Health, Amazon HealthLake, and Amazon Bedrock to help health systems modernize and innovate at the pace their patients and clinicians demand. You'll build and lead a team that serves as the tip of the spear for that transformation across the West region.
Key job responsibilities
Key Job Responsibilities
• Lead, develop, and scale a team of enterprise Account Executives - Recruit, hire, coach, and retain top sales talent. Set clear expectations, provide ongoing deal coaching, and create a high-performance culture that balances accountability with career development. Coach your team on provider industry challenges and how to address them in support of meeting your customer objectives.
• Set and execute the regional go-to-market strategy - Define regional approach, structure territory plans, account segmentation, and opportunity prioritization across AI/Agentic AI, cloud migration, application modernization, data & analytics, and operational efficiency for West region health systems. Translate org-level sales plays into actionable plans your team can execute.
• Drive revenue attainment and pipeline discipline - Own and drive the West region number. Ensure accurate forecasting, pipeline coverage, SFDC hygiene, stage progression, and early risk identification across your team's book of business. Deliver against quarterly and annual revenue targets consistently.
• Build and maintain healthcare executive customer relationships - Serve as a trusted senior advisor to CIOs, CMIOs, CDOs, CFOs, and COOs at your region's most strategic accounts. Engage directly in key deals, executive briefings, and escalations. Understand health system priorities, from EHR optimization to AI-driven clinical workflows, and connect them to AWS capabilities that deliver measurable business and clinical outcomes.
• Coach sellers through complex, multi-stakeholder deals - Guide your team through full-cycle enterprise sales motions from discovery through negotiation and close. Help them structure multi-year, multi-service engagements with clear business cases, navigating procurement, legal, compliance, and clinical stakeholders.
• Orchestrate cross-functional resources for your team - Ensure your AEs are effectively quarterbacking Solutions Architecture, Specialist Sales, Professional Services, Partner Development, and Marketing resources to deliver comprehensive solutions for their customers.
• Develop talent and build succession - Identify skill gaps, create individual development plans, and provide regular feedback. Mentor high-potential sellers toward increased responsibility. Build a bench of future leaders within the West region.
• Represent AWS in the healthcare ecosystem - Engage at industry events (HIMSS, HLTH, ViVE, Becker's), sponsor customer-facing thought leadership, and build AWS's brand as a trusted partner in health IT innovation across the West.
• Travel - Willingness to travel up to 50% across the West region to support customer engagements, team meetings, and industry events.
A day in the life
About the team
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
- Proven track record of consistently meeting or exceeding $10M+ annual revenue targets in complex, consultative enterprise sales environments
- Experience managing full sales cycles - from pipeline generation and qualification through negotiation and close - with deal sizes of $1M+
- Demonstrated ability to build and maintain executive-level relationships (CIO, CMIO, CFO) at large, complex organizations
- Strong operational discipline - pipeline management, forecasting accuracy, CRM (Salesforce)
- Bachelor's degree or equivalent experience
- 10+ Years Experience managing a sales team
- Deep knowledge of healthcare provider business models, financial dynamics (margin pressure, value-based care, payer mix), and regulatory environment
- Experience with cloud technologies, AI/ML, and digital transformation programs in healthcare - ability to articulate how technology drives clinical and operational outcomes
PREFERRED QUALIFICATIONS
- Understanding of health IT landscape - EHR platforms (Epic, Oracle Health/Cerner, MEDITECH), clinical systems, data interoperability (FHIR/HL7), and infrastructure modernization patterns
- Track record selling into complex, matrixed healthcare organizations with long sales cycles and multiple decision-makers
- Executive presence and communication skills - comfortable presenting to boards, clinical leadership teams, and technical audiences alike
- Experience working in matrixed sales organizations with cross-functional GTM motions (SAs, specialists, partners, ProServe)
- MBA, MHA, or advanced degree in a relevant field
- Familiarity with AWS services or competing cloud platforms
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, AZ, Tempe - 187,000.00 - 252,900.00 USD annually
USA, CA, San Diego - 187,000.00 - 252,900.00 USD annually
USA, CA, San Francisco - 205,700.00 - 278,200.00 USD annually
USA, CA, Santa Monica - 187,000.00 - 252,900.00 USD annually
USA, CO, Denver - 187,000.00 - 252,900.00 USD annually
USA, NV, Las Vegas - 187,000.00 - 252,900.00 USD annually
USA, UT, Salt Lake City - 187,000.00 - 252,900.00 USD annually
USA, WA, Seattle - 187,000.00 - 252,900.00 USD annually
