Strategic Account Representative, Strategic Accounts
About The Position
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. This role is for a full-cycle seller executing targeted plays to identify, develop, and close new business within a defined set of strategic accounts. The Strategic Account Representative will engage manager- to director-level stakeholders to advance AWS adoption, drive pipeline, and deliver measurable revenue outcomes. The ideal candidate will possess sales and technical capabilities to identify new workloads, advise customers on AWS solutions, and develop relationships within specific business units and lines-of-business, demonstrating customer obsession while consistently meeting and exceeding long-term business and revenue targets. A typical day involves reaching out to new contacts, identifying workloads, progressing active opportunities, and collaborating with internal teams to move deals forward. The role is supported by a strong team of SAMs, Solutions Architects, and Specialists, operating within a clear framework for success and growth. The Strategic Accounts organization at AWS works with influential technology companies, driving cloud adoption and shaping enterprise software delivery. Strategic Account Representatives are key to new business growth within a high-performing, collaborative team that values precision, accountability, and impact, surrounded by experienced sellers, technical specialists, and partner experts.
Requirements
- 3+ years of technical sales in B2B environments, in a solution-sales / technology-related environment experience
- Experience in full sales cycle, technology sales, sales engineering/consulting or equivalent business development
- Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization
- Bachelor's degree in a relevant field or equivalent work experience
- Travel up to 25% of the time
Nice To Haves
- Experience with pipeline management skills to include utilization of Salesforce or other CRM tools
- Experience with AI/ML technologies
- Experience with cloud, SaaS, or technology platform sales
- Experience executing structured GTM sales plays within a defined territory or account set
Responsibilities
- Execute defined GTM plays and sales motions within your assigned accounts and business units, driving full-cycle tactical opportunities from prospecting through close
- Engage manager- to director-level decision makers to understand business priorities and position AWS solutions that deliver measurable value
- Build and maintain a healthy pipeline by identifying net-new opportunities within your territory, leveraging inbound signals, partner channels, and outbound campaigns
- Accurately track activity, forecast pipeline, and manage sales stages in CRM (Salesforce), maintaining data hygiene and reporting discipline
- Collaborate cross-functionally with Solutions Architects, Partner teams, Specialists, and Demand Generation to advance opportunities and meet customer needs
- Develop a working understanding of the technology footprint, business objectives, and competitive landscape within your assigned accounts
- Meet or exceed quarterly and annual output goals including revenue quota, new workload launches, and pipeline creation targets
Benefits
- Inclusive Team Culture
- Mentorship & Career Growth
- Work/Life Balance
- 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
Mid Level
