Principal Account Executive, State of Texas, AWS State and Local Government Sales

• Would you like to own driving the revenue for a leader in cloud computing with
• Texas state government customers? Would you like to be part of a team focused on
• increasing awareness and adoption of Amazon Web Services (AWS)? Do you have the
• business acumen, relationships, government sales experience and the technical
• background necessary to help further establish Amazon as a leading cloud
• platform provider? Amazon Web Services is expanding in the U.S. Public Sector
• market, and this group within Amazon offers a creative, fast paced,
• entrepreneurial work environment where you’ll be at the center of Amazon
• innovation.
• As a Principal Account Executive within Amazon Web Services (AWS) you will have
• the opportunity to help drive the adoption and growth of emerging cloud-based
• technologies. More importantly, you'll help government customers transform their
• IT services and significantly improve their service delivery model and the
• citizen or constituent experience. Your responsibilities will include developing
• and managing a growing customer base for our state government accounts. You will
• deepen business and technical relationships and launch new customer services by
• helping to define, identify and pursue key opportunities. This includes
• determining the most effective go-to-market strategies and collaborating with
• AWS Solution Architects, Partners, Legal, Marketing, Product, Capture/Contracts
• and Executive leadership.

• You will establish deep business and technical relationships through your
• knowledge of the customer’s goals and environment. You will have day-to-day
• interactions with customers and our eco-system of partners (SI’s and ISV’s) that
• support these customers. The ideal candidate will possess both a sales and
• technical background that enables them to drive an engagement at the CXO level
• as well as with software developers and IT architects. You should also have a
• demonstrated ability to think strategically about government priorities and
• technical challenges and to convey compelling technical solutions to them.

Key job responsibilities

• Drive revenue and market share in a defined region and account portfolio.
• Serve as a key member of the AWS Public Sector team, helping to advance our

market and technical strategy.

• Articulate and implement strategic territory and account plans aligned to

AWS's strategic direction.

• Understand the technical considerations, certifications, and procurement

processes specific to California government.

• Identify specific prospects/partners/channels to approach while communicating

a relevant value proposition for your customer.

• Work closely with customers to ensure that they understand relevant cloud use

• cases, are successful using AWS services, and are able to build the technical
• resources required to fully leverage cloud services.

• Understand the technical requirements of your customers and work closely with

their IT team(s) to guide the direction of our product offerings.

• Collaborate with AWS business stakeholders to manage complex contract

negotiations.

• Maintain an accurate and robust pipeline and forecast of business

opportunities.

• Develop and manage the sales pipeline by engaging with prospects, partners,

and key customers.

• Prepare and deliver business reviews to the senior management team regarding

strategies that align with revenue growth expectations.

• Accelerate customer adoption and ensure customer satisfaction.
• Expect light travel as needed to support conferences and offsites

About the team

• You would be part of a seasoned, passionate team committed to customer success
• and doing great things for the State of Texas. Our mission is to transform the
• service delivery model of government.

Diverse Experiences

• AWS values diverse experiences. Even if you do not meet all of the
• 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.

• Why AWS?
• Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted
• cloud platform. We pioneered cloud computing and never stopped innovating —
• that’s why customers from the most successful startups to Global 500 companies
• trust our robust suite of products and services to power their businesses.

Inclusive Team Culture

• Here at AWS, it’s in our nature to learn and be curious. Our employee-led
• affinity groups foster a culture of inclusion that empower us to be proud of our
• differences. Ongoing events and learning experiences, including our
• Conversations on Race and Ethnicity (CORE) conferences, inspire us to never stop
• embracing our uniqueness.

Mentorship & Career Growth

• We’re continuously raising our performance bar as we strive to become Earth’s
• Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and
• other career-advancing resources here to help you develop into a better-rounded
• professional.

Work/Life Balance

• We value work-life harmony. Achieving success at work should never come at the
• expense of sacrifices at home, which is why flexible work hours and arrangements
• are part of our culture. When we feel supported in the workplace and at home,
• there’s nothing we can’t achieve in the cloud. Basic Qualifications: - 11+ years
• of business development, partner development, sales or alliances management
• experience. Or equivalent experience in an leadership position working with the
• State Government of Texas.

• 7+ years of direct sales or business development in software, cloud,

• infrastructure management or SaaS markets selling to C-level executives
• experience Preferred Qualifications: - Experience developing detailed go to

market plans

• Amazon is an equal opportunity employer and does not discriminate on the basis
• of protected veteran status, disability, or other legally protected status.

• Our inclusive culture empowers Amazonians to deliver the best results for our
• customers. If you have a disability and need a workplace accommodation or
• adjustment during the application and hiring process, including support for the
• interview or onboarding process, please visit
• https://amazon.jobs/content/en/how-we-hire/accommodations
• [https://amazon.jobs/content/en/how-we-hire/accommodations] for more
• information. If the country/region you’re applying in isn’t listed, please
• contact your Recruiting Partner.

• 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
• [https://amazon.jobs/en/benefits].

USA, TX, Austin - 170,000.00 - 230,000.00 USD annually