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About the Role

Lead a team of enterprise Account Executives focused on healthcare providers, academic medical centers, and integrated delivery networks in the Western United States. You will set strategic direction, coach sellers through complex deals, and ensure the team meets revenue targets. This role involves managing key customer relationships and aligning AWS cloud, AI, and healthcare capabilities with client needs.

Responsibilities

Lead, develop, and scale a team of enterprise Account Executives, including recruiting, hiring, coaching, and retention.
Set clear expectations, provide ongoing deal coaching, and foster a high-performance culture.
Coach the team on provider industry challenges and solutions.
Set and execute the regional go-to-market strategy, including territory plans, account segmentation, and opportunity prioritization.
Translate organizational sales plays into actionable plans for the team.
Drive regional revenue attainment and pipeline discipline, ensuring accurate forecasting and SFDC hygiene.
Deliver against quarterly and annual revenue targets consistently.
Build and maintain healthcare executive customer relationships, serving as a trusted advisor to CIOs, CMIOs, CFOs, and COOs.
Engage directly in key deals, executive briefings, and escalations.
Understand health system priorities and connect them to AWS capabilities for measurable outcomes.
Coach sellers through complex, multi-stakeholder deals from discovery to close.
Structure multi-year, multi-service engagements with clear business cases.
Navigate procurement, legal, compliance, and clinical stakeholders.
Orchestrate cross-functional resources, including Solutions Architecture, Specialist Sales, Professional Services, Partner Development, and Marketing.
Develop talent by identifying skill gaps, creating development plans, and providing feedback.
Mentor high-potential sellers and build a bench of future leaders.
Represent AWS in the healthcare ecosystem at industry events and through thought leadership.
Build AWS's brand as a trusted partner in health IT innovation.
Willingness to travel up to 50% across the West region.

Requirements

Proven track record of consistently meeting or exceeding $10M+ annual revenue targets in complex, consultative enterprise sales environments.
Experience managing full sales cycles with deal sizes of $1M+.
Demonstrated ability to build and maintain executive-level relationships at large, complex organizations.
Strong operational discipline, including pipeline management, forecasting accuracy, and CRM (Salesforce) proficiency.
10+ Years Experience managing a sales team.
Deep knowledge of healthcare provider business models, financial dynamics, and regulatory environment.
Experience with cloud technologies, AI/ML, and digital transformation programs in healthcare.
Ability to articulate how technology drives clinical and operational outcomes.
Work safely and cooperatively with other employees, supervisors, and staff.
Adhere to standards of excellence despite stressful conditions.
Communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service.
Follow all federal, state, and local laws and Company policies.
Consideration for employment of qualified applicants with arrest and conviction records (Los Angeles County and San Francisco Fair Chance Ordinances).

Skills

Cloud technologies
AI/ML
Digital transformation in healthcare
Sales leadership
Enterprise sales
Pipeline management
Forecasting
CRM (Salesforce)
Executive relationship building
Healthcare provider business models
Healthcare financial dynamics
Healthcare regulatory environment
EHR platforms (Epic, Oracle Health/Cerner, MEDITECH)
Clinical systems
Data interoperability (FHIR/HL7)
Infrastructure modernization
Executive presence
Communication skills
Working in matrixed sales organizations
Cross-functional GTM motions

Location

USA, AZ, Tempe
USA, CA, San Diego
USA, CA, San Francisco
USA, CA, Santa Monica
USA, CO, Denver
USA, NV, Las Vegas
USA, UT, Salt Lake City
USA, WA, Seattle

Work Type

Onsite
Travel up to 50%

Experience Level

10+ Years Experience managing a sales team

Education Level

Bachelor's degree or equivalent experience
MBA, MHA, or advanced degree in a relevant field (Preferred)

Salary/Compensations

187,000.00 - 252,900.00 USD annually (Tempe, San Diego, Santa Monica, Denver, Las Vegas, Salt Lake City, Seattle)
205,700.00 - 278,200.00 USD annually (San Francisco)

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

About the Company

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform.
We pioneered cloud computing and never stopped innovating.
Customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
AWS values diverse experiences and encourages candidates to apply even if they don't meet all preferred qualifications.
AWS values curiosity and connection, with employee-led affinity groups promoting inclusion.
AWS fosters a collaborative team environment fueled by bold ideas and diverse perspectives.
AWS is continuously raising its performance bar to become Earth’s Best Employer, offering knowledge-sharing, mentorship, and career-advancing resources.
AWS values work-life harmony and strives for flexibility in its working culture.

Equal Opportunity

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information.