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About the Role

Accenture Edge for AWS is forming a new business unit to generate net-new business with mid-market companies. We are looking for quota-carrying sales executives skilled in new market creation, whitespace account development, and acquiring first-time customers. This role involves originating, qualifying, advancing, and closing AWS services opportunities with new and underpenetrated customers, while consistently meeting individual sales quotas.

Responsibilities

Hunt for new-logo opportunities and whitespace accounts among mid-market companies up to $3B in annual revenue, with direct accountability for achieving individual sales quota.
Create sufficient qualified pipeline to meet and exceed assigned quota through direct prospecting, AWS seller referrals, ACE opportunities, marketing campaigns, Storefront interest, marketplace motions, partner referrals, and targeted account outreach.
Build trusted relationships with CEOs, CIOs, CTOs, CFOs, business leaders, technology leaders, and buying committees to position Accenture Edge for AWS as a right-sized transformation partner.
Work closely with AWS sellers, partner sales managers, solution architects, and marketplace teams to identify joint opportunities, shape value propositions, and advance co-sell pursuits.
Position Accenture Edge for AWS offerings across cloud migration and modernization, VMware migration, secure cloud foundation, AWS managed services, cloud optimization and FinOps, data and AI modernization, Amazon Connect, and responsible AI services.
Own account plans, opportunity plans, qualification, next steps, stakeholder mapping, forecast inputs, deal progression, and close plans required to achieve individual quota commitments.
Collaborate with solutioning, delivery, alliance, marketing, finance, legal, client success, AABG, Navisite, NeuraFlash, and market teams to create compelling proposals and smooth handoffs.
Communicate the value of Accenture Edge as a simpler, faster, outcome-oriented AWS services model for mid-market customers.

Requirements

8–15 years of experience in technology services sales, cloud services, consulting, systems integration, managed services, or digital transformation.
3+ years of experience hunting for net-new logos, opening whitespace accounts, or creating pipeline from cold or lightly developed relationships, including at least 10 qualified opportunities sourced annually.
2+ years selling to mid-market companies up to $3B in annual revenue.
2+ years of AWS services, AWS co-sell, AWS Marketplace, ACE opportunity management, or partner-led selling experience.
Track record meeting or exceeding individual sales quota at 100% or greater attainment for at least 2 consecutive years.
Experience carrying an annual individual quota, bookings, or revenue target of $8M–$15M.
Experience building qualified pipeline coverage of at least 3x annual quota.
Experience advancing at least 5 cloud, managed services, digital transformation, or systems integration opportunities from qualification through close.
Experience working with at least 3 internal functions such as solutioning, delivery, alliance, marketing, finance, legal, or client success to create proposals and support deal closure.
Experience generating $24M–$45M in qualified annual pipeline aligned to a $8M–$15M annual quota.
Experience creating at least 20–30 qualified new-logo or whitespace opportunities per year.
Experience securing at least 40–60 customer executive meetings annually with CIO, CTO, CFO, CEO, or business-unit leaders.
Experience maintaining forecast accuracy within ±15% for committed quarterly opportunities.
Experience advancing at least 10–15 AWS co-sell, ACE, marketplace, or partner-referred opportunities annually.

Skills

Hunter mindset
Strong customer relationship instincts
Practical knowledge of AWS-led transformation
Ability to convert AWS ecosystem relationships, marketing signals, marketplace interest, and direct outreach into qualified pipeline and closed revenue
High energy
Strong sales discipline
Executive presence
Rigorous quota ownership
Comfort operating in a fast-moving growth environment
Communication skills
Negotiation skills
Account planning skills
Opportunity qualification skills
Commercial problem-solving skills
Comfort operating in a newly formed business unit where sellers must create demand, build repeatable motions, and move quickly from idea to execution
Experience selling AWS cloud migration, modernization, managed services, data, AI, security, contact center, or cloud optimization solutions
Existing relationships with AWS sellers, partner sales managers, solution architects, marketplace stakeholders, or mid-market customer executives
Experience with packaged, fixed-scope, marketplace, or outcome-based cloud services offerings
Experience working in a startup, incubation business, emerging sales motion, or growth-stage business within a larger organization
AWS Cloud Practitioner, AWS Partner, or other relevant cloud sales certifications

Location

Onsite with clients and partners

Work Type

Full-time
Hybrid

Experience Level

Senior Manager
8–15 years of experience

Benefits

Competitive basic salary
30 days vacation per year
Private medical insurance
3 extra days leave per year for charitable work

About the Company

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale.
We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries.
Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships.
We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability.
Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships.
We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities.
Visit us at www.accenture.com

Equal Opportunity

We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, sexual orientation, gender identity or expression, marital status, citizenship status or any other basis as protected by applicable law.
Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities.