Account Executive, Public Sector (Greenfield)

Amazon • Ottawa, ON

1d • Hybrid

About The Position

This role is for an Account Executive within Amazon Web Services (AWS) Worldwide Public Sector (WWPS), focusing on driving revenue and customer engagements in the cloud computing business. The position involves increasing awareness and adoption of AWS by engaging with public sector organizations that are transforming their IT strategies through cloud computing. The Account Executive will own the full sales cycle, from prospecting to closing, in net-new public sector accounts with limited or no existing AWS presence. This requires building a sales function from the ground up, demanding creative problem-solving, tenacity, and the ability to develop novel approaches for reaching and engaging prospective customers. The role involves establishing business and technical relationships, driving adoption of AWS services to transform how public sector organizations deliver services to citizens and communities. The position requires face-to-face and teleconference customer engagement, interacting at the CXO level in strategic accounts. The ideal candidate will possess both business acumen for executive-level engagements and technical knowledge for effective interaction with software developers and architects. This position requires working from the local office when not at customer sites.

Requirements

• Bachelor's degree
• 5+ years of full sales cycle, technology sales or equivalent business development experience
• Experience managing and growing complex business relationship at scale
• Experience in generating new opportunities with strong focus on pipeline tracking and deal execution through entire sales cycle
• Experience with sales CRM tools such as Salesforce or similar software

Nice To Haves

• AWS Professional level certification, or Bachelor's degree in business administration, finance, economics, computer science, data science, engineering, or other related field
• Experience driving new business in greenfield accounts at the C-suite level or equivalent
• Experience in strategic thinking about business, enterprise software products, and technology platforms and architectures
• Experience navigating public sector procurement processes and contract vehicles with demonstrated ability to build and execute territory plans

Responsibilities

• Prospect and qualify net-new public sector accounts with limited or no AWS presence
• Manage the full sales cycle from prospecting through close
• Meet or exceed quarterly revenue targets while maintaining robust pipeline coverage
• Maintain accurate sales forecasts and pipeline reporting in Salesforce
• Develop and execute territory plans to maximize market penetration
• Translate cloud and AI capabilities into mission-relevant use cases for public sector organizations
• Build relationships across customer organizations, including C-level executives, engineering, IT/operations, and procurement
• Conduct discovery calls to understand agency missions and technical challenges
• Navigate public sector procurement processes including RFPs, cooperative contracts, and federal/state/local contract vehicles
• Apply knowledge of public sector compliance requirements, certifications, and fiscal year buying cycles
• Structure deals that meet public sector regulatory, compliance, and grant-funded operating requirements
• Partner with solutions architects and internal stakeholders to accelerate deal velocity
• Collaborate with the partner ecosystem (systems integrators, resellers, distributors) to drive customer success and extend market reach
• Use data and insights to prioritize outreach and identify high-potential prospects

Benefits

• health insurance (medical, dental, vision, prescription, basic life & AD&D insurance)
• Registered Retirement Savings Plan (RRSP)
• Deferred Profit Sharing Plan (DPSP)
• paid time off
• other resources to improve health and well-being
• sign-on payments
• restricted stock units (RSUs)
• sales incentives (where applicable)

What This Job Offers

• Job Type: Full-time
• Career Level: Senior