Principal ProServe Account Exec, ProServe AWSI Automotive and Manufacturing

Amazon • Boston, MA

3d • $170,000 - $230,000 • Onsite

About The Position

The Amazon Web Services Professional Services (ProServe) team is looking for an experienced Sales Manager ProServe (SMP) to lead a team of ProServe Account Executives and Cloud Architects. You'll drive transformative IT projects for clients, focusing on IT Strategy, distributed architecture, and hybrid cloud operations. The SMP is a trusted advisor who collaborates with ProServe sales and delivery teams to ensure sellers are working backwards from our customers and proposing solutions that optimize the delivery of customer business outcomes. SMPs support customer relationship management while enabling sellers to lead sales activity ensuring customer satisfaction for a defined set of customers and partners. SMPs are primarily focused on delivering outcomes through their teams, removing roadblocks, and ensuring teams have the tools and support to achieve their goals. Your experience gained within the technology sector, will equip you with the ability to translate technical concepts into business value for customers. You will demonstrate proficiency in sales methodologies and CRM systems coupled with strong analytical, problem-solving, and project management abilities. SMPs will be measured on the performance of their team/practice against key metrics including but not limited to Revenue, Billable Bookings, team engagement, and customer satisfaction (CSAT). The AWS Professional Services organization is a global team of experts that help customers realize their desired business outcomes when using the AWS Cloud. We work together with customer teams and the AWS Partner Network (APN) to execute enterprise cloud computing initiatives. Our team provides assistance through a collection of offerings which help customers achieve specific outcomes related to enterprise cloud adoption. We also deliver focused guidance through our global specialty practices, which cover a variety of solutions, technologies, and industries.

Requirements

• 8+ years of technology sales, or 3+ years of technology sales experience
• 4+ years selling into the automotive, manufacturing, or industrial sector
• Experience originating and closing complex, multi-year professional services deals with $5M+ total contract value
• 5+ years managing $10M+ qualified sales pipelines using CRM systems
• Demonstrated ability to engage C-level executives and build long-term strategic partnerships

Nice To Haves

• Proven hunter mentality — you create opportunities, not just manage them
• Experience with complex commercial constructs: fixed-price delivery, outcome-based pricing, partner-led models, EDPs
• Deep understanding of cloud transformation, AI/ML, and how professional services accelerate enterprise adoption
• Experience working with system integrators and the AWS Partner Network to scale delivery
• Track record of operating with high autonomy in fast-moving, ambiguous environments — taking bold action while maintaining sound judgment
• Excellent storytelling, executive communication, and negotiation skills
• Financial acumen with ability to build business cases and analyze deal economics
• MBA or advanced degree
• AWS certifications (Cloud Practitioner, Solutions Architect, or similar)

Responsibilities

• Own your number — Achieve and exceed annual revenue, billable bookings, and pipeline targets. You carry quota and are accountable for results.
• Hunt and create deals — Identify, shape, and close net-new professional services opportunities ($2M–$20M+) across large, complex automotive and manufacturing accounts. You don't wait for leads — you create them.
• Build transformation roadmaps — Develop long-term strategic customer transformation roadmaps that drive sustained, multi-year professional services revenue while delivering measurable business outcomes.
• Execute complex commercial agreements — Structure and negotiate deal models including fixed-price SOWs, outcome-based engagements, delivery with partners, and multi-year commitments. Navigate procurement and drive deals to close.
• Own executive relationships — Build deep, trust-based partnerships at C-suite and VP levels. Become the strategic advisor that customers call when they're making their biggest technology bets.

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