As a Strategic Account Representative, you will be a full-cycle seller executing targeted plays to identify, develop, and close new business within a defined set of strategic accounts. You will engage manager- to director-level stakeholders to advance AWS adoption, drive pipeline, and deliver measurable revenue outcomes. The ideal candidate will possess sales and technical capabilities to enable them to identify new workloads, advise customers on AWS solutions, and develop relationships within specific business units and lines-of-business. A successful candidate has customer obsession while consistently meeting and exceeding long-term business and revenue targets.
Key job responsibilities
• Execute defined GTM plays and sales motions within your assigned accounts and business units, driving full-cycle tactical opportunities from prospecting through close
• Engage manager- to director-level decision makers to understand business priorities and position AWS solutions that deliver measurable value
• Build and maintain a healthy pipeline by identifying net-new opportunities within your territory, leveraging inbound signals, partner channels, and outbound campaigns
• Accurately track activity, forecast pipeline, and manage sales stages in CRM (Salesforce), maintaining data hygiene and reporting discipline
• Collaborate cross-functionally with Solutions Architects, Partner teams, Specialists, and Demand Generation to advance opportunities and meet customer needs
• Develop a working understanding of the technology footprint, business objectives, and competitive landscape within your assigned accounts
• Meet or exceed quarterly and annual output goals including revenue quota, new workload launches, and pipeline creation targets
A day in the life
As a strategic account rep you will focus your time reaching out to new contacts, identifying workloads, progressing active opportunities, and collaborating with internal teams to move deals forward. You'll be supported by a strong team of SAMs, Solutions Architects, and Specialists, and you'll operate within a clear framework that sets you up to succeed and grow.
About the team
The Strategic Accounts organization at AWS works with some of the world's most influential technology companies - driving cloud adoption at scale and shaping how enterprise software is built and delivered. Our Strategic Account Representatives are the engine of new business growth, operating within a high-performing, collaborative team that values precision, accountability, and impact. You'll be surrounded by experienced sellers, technical specialists, and partner experts who are invested in your success - and in winning together for our customers.
BASIC QUALIFICATIONS
- 3+ years of technical sales in B2B environments, in a solution-sales / technology-related environment experience
- Experience in full sales cycle, technology sales, sales engineering/consulting or equivalent business development
- Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization
- Bachelor's degree in a relevant field or equivalent work experience
- Travel up to 25% of the time
PREFERRED QUALIFICATIONS
- Experience with pipeline management skills to include utilization of Salesforce or other CRM tools
- Experience with AI/ML technologies
- Experience developing and executing on GTM strategies that are large in scope
- Experience with cloud, SaaS, or technology platform sales
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, WA, Seattle - 80,200.00 - 123,100.00 USD annually
