Senior Sales Leader, Payors, Healthcare and Life Sciences
About The Position
Amazon Web Services (AWS) is seeking a Senior Sales Leader to lead its US Healthcare and Life Sciences (HCLS) Payors team. This role involves building, leading, and developing a team of Senior Account Executives focused on driving AWS adoption within enterprise commercial health plans, Blue Cross Blue Shield organizations, managed care organizations, and other payor entities. The leader will set the strategic direction for this critical customer segment, focusing on revenue growth, team development, and long-term customer success. The position requires operating as a business leader, engaging directly with C-level executives, and driving operational rigor in sales processes. Key challenges include modernizing legacy systems, streamlining claims processing, improving member engagement, and leveraging AI/ML for payor data. Success in this role depends on building trust, navigating ambiguity, developing talent, and operating with high autonomy and accountability.
Requirements
- Experience in management of large, complex enterprise accounts or equivalent.
- Experience engaging and influencing C-level executives, both business and technical.
- 5+ years of sales team management experience.
- 10+ years of technology-related sales, business development, or equivalent experience.
Nice To Haves
- 5+ years of solving problems with technology in the Healthcare and Life Sciences industry, with specific experience in the payor and health plan segment.
- Experience building and scaling sales teams in a high-growth, fast-paced environment.
- Track record of exceeding team revenue targets and developing top-performing sales talent.
- Experience with AI and ML technologies and their application to healthcare use cases.
- Experience developing, negotiating, and executing complex, multi-year business agreements.
- Knowledge of payor industry dynamics including claims modernization, value-based care, interoperability, CMS regulatory requirements, and member experience transformation.
- Experience with the AWS platform, cloud services, or related technologies.
- Experience selling to or partnering with enterprise health plans, Blue Cross Blue Shield organizations, or managed care organizations.
Responsibilities
- Lead, hire, develop, and inspire a team of Account Executives, customizing leadership approach to maximize potential and output.
- Set and execute the overall strategic direction for the US Payors district, driving revenue growth, market penetration, and customer adoption.
- Develop and execute a comprehensive district strategy covering 15 to 25 enterprise payor customers, consistently delivering on quarterly and annual revenue targets.
- Build and maintain C-level and senior executive relationships across key payor accounts, serving as a trusted advisor on cloud, data, and AI strategy.
- Coach the team on building and executing account plans aligned to customer priorities across claims operations, member experience, population health, and regulatory compliance.
- Drive operational excellence in pipeline management, forecasting accuracy, and deal inspection through disciplined use of CRM and sales tools.
- Identify transformational opportunities including migrations, modernizations, GenAI and ML workloads, and data platform initiatives.
- Lead cross-functional collaboration across Solutions Architects, Specialists, Partners, and Professional Services.
- Guide the team through complex, multi-year agreement negotiations (e.g., EDP and PPA structures).
- Partner with ISVs and ecosystem players to accelerate customer outcomes and extend market reach.
- Stay current on payor industry trends and translate these into team strategy and customer conversations.
- Represent AWS at industry events, executive briefings, and customer advisory boards.
- Be accountable for team revenue attainment, customer satisfaction, talent development, and long-term relationship health.
Benefits
- Sign-on payments
- Restricted stock units (RSUs)
- Sales incentives
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
