Principal Account Manager, Medical Devices

Amazon • Boston, MA

2d • $170,000 - $230,000 • Onsite

About The Position

Help the companies building the future of healthcare move faster—powering everything from connected devices to surgical robotics with cloud and AI. Run a territory like a business, with real ownership, executive access, and the chance to shape how medical device and med-tech companies adopt next-gen technology.

This role is about helping enterprise medical device, health technology, and diagnostics customers solve real problems—breaking down data silos, enabling real-world evidence, modernizing quality and regulatory systems, accelerating product development, and unlocking the value of device-generated data with AI/ML. You'll work directly with customer executives to understand where they're stuck and map that to AWS capabilities that actually move the needle.

Day to day, you're building and executing account plans, driving pipeline, and closing strategic deals. You're also quarterbacking a broader team—solutions architects, specialists, partners—to bring the right expertise at the right time. This isn't a "pass leads and follow up" role. You own the outcome.

What sets this apart: the customers are some of the most innovative companies in the world—building connected surgical platforms, AI-powered imaging, next-generation wearables, and intelligent implantables. The problems are complex and meaningful, and the impact is real. You're not just selling cloud—you're helping teams get devices to market faster, improve patient outcomes, streamline post-market surveillance, and rethink how medtech innovation gets done.

People who do well here know how to navigate ambiguity, build trust quickly, and push things forward. There's a lot of autonomy, but also high expectations. If you want a role where you can operate like a business leader, work on things that matter, and see the direct impact of what you do—this is it.

Requirements

• 7+ years of technology sales, or 8+ years of technology sales experience
• Experience in direct sales or business development in software, cloud or SaaS markets selling to C-level executives
• Knowledge of software development lifecycle, including design, development, test, build, deployment processes and timelines
• Experience in large complex deal negotiations with a successful track record

Nice To Haves

• Experience implementing a cloud-based technology solution, or experience with solution-selling methodologies
• Knowledge of AWS services including compute, storage, networking, security, databases, machine learning, and serverless technologies

Responsibilities

• Own a defined set of enterprise med-tech accounts and run the territory like a business (plan, forecast, deliver)
• Build and execute account plans aligned to customer priorities across R&D, manufacturing, and commercial
• Develop and manage a high-quality pipeline; drive deals from early stage through close
• Engage C-level and senior stakeholders; become a trusted advisor on cloud, data, and AI strategy
• Identify where customers are stuck (data silos, trial delays, legacy systems) and map to AWS solutions that solve real problems
• Lead cross-functional teams (SA, specialists, partners) to bring the right expertise to each opportunity
• Negotiate and structure complex, multi-year agreements (e.g., EDP/PPA)
• Drive adoption and expansion of AWS services, with focus on measurable business outcomes
• Maintain accurate forecasting, deal hygiene, and operational rigor
• Partner with ISVs and ecosystem players to accelerate customer outcomes
• Stay current on med-tech trends and translate into customer conversations
• Be accountable for revenue growth, customer success, and long-term relationship health

Benefits

• 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
• parental leave
• sign-on payments
• restricted stock units (RSUs)
• sales incentives

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed