Principal Account Executive, Federal Financials

Would you like to own driving customer engagements and outcomes in Cloud Computing? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services by engaging with Financial Services organizations who are reinventing their missions by adopting cloud computing? Do you have the business savvy, sales experience, and the technical background necessary to help further establish Amazon as a leading cloud platform provider?

As an account executive within Amazon Web Services (AWS), focusing on the Federal Financials Business within the US Worldwide Public Sector Market, you will have the exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon's broad portfolio of cloud services (compute, storage, database, analytics, machine learning, and generative AI). Your broad responsibilities will include developing and managing a growing book of business for federal financial organizations. You will drive business and technical relationships and close business at a rapid rate by helping to define and identify key opportunities, markets, contract vehicles and solutions. You will establish deep business and technical relationships through your knowledge of the customer's mission and the environment. You will have day-to-day interactions with the CXO level customers in the top strategic customer accounts. You will help your customers use AWS services to enable business transformation across their organization, as well as the broader financial services industries that they engage with and/or regulate.

The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the executive level, as well as a technical background that enables them to easily interact with software developers, architects, and business line leaders at a high level. You should also have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions.

This position requires that the candidate selected be a US Citizen.


Key job responsibilities
- Serve as a key member of the Federal Financial Sales Team in helping to drive overall AWS market and technical strategy
- Contribute to strategies, program development, investments, channel development and other important efforts to make AWS the best fit for our customers’ needs.
- Identify, engage WWPS Federal Financials accounts, using a solution selling approach.
- Maintain an accurate and robust pipeline and commit to a forecast of specific business opportunities within a time period.
- Perform the full range of sales activities from demand generation campaigns to pipeline management by engaging with customers, AWS internal resources (Professional Services, Solution architects, AWS service teams, etc.), and AWS partners.
- Bring a working understanding of modern cloud architecture - security, data, AI/ML, and compliance frameworks (FedRAMP, FISMA) - to help regulatory customers adopt cloud with confidence.
- Understand and exploit the use of Salesforce.com and other internal Amazon systems.
- Be a thought leader and an executive relationship builder.
- Set a strategic sales plan for your target markets and ensure it's in line with the AWS strategic direction.
- Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.
- Work closely with the customer to ensure they are successful using our web services, making sure they have the technical resources required, and documenting wins in use cases and case studies.
- Understand the technical requirements of our customers and work closely with the internal development team to guide the direction of our product offerings for developers.
- Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.
- Manage complex contract negotiations and liaison with the legal group, while handling a high volume of engagements and the fast pace of the cloud computing market.

About the team
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences.

Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Basic Qualifications

- 10+ years of technology related sales, business development or equivalent experience
- Bachelor's degree
- Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals

Preferred Qualifications

- Experience building and effectively executing a strategy from the ground up, including designing roadmaps to drive incremental progress towards long-term vision and goals
- Experience in financial services regulatory environments or with federal regulatory agencies

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including 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, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, VA, Arlington - 170,000.00 - 230,000.00 USD annually