Account Executive, Public Sector (Greenfield)

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

As a Greenfield Account Executive within Amazon Web Services (AWS) Worldwide Public Sector (WWPS), you will build AWS adoption in net-new public sector accounts with limited or no existing AWS presence. You will own the full sales cycle, from prospecting through close, helping public sector organizations reinvent their IT strategy through cloud computing.

This role requires building a sales function from the ground up, demanding creative problem-solving, tenacity, and the ability to develop novel approaches for reaching and engaging prospective customers. You will establish business and technical relationships with public sector organizations, driving adoption of AWS services that transform how they deliver services to citizens and communities.

You will engage customers face-to-face and via teleconference, interacting at the CXO level in strategic accounts. The ideal candidate possesses both business acumen to drive executive-level engagements and technical knowledge to interact effectively with software developers and architects.

This position requires working from the local office when not at customer sites.

Key job responsibilities
Sales Execution
• Prospect and qualify net-new public sector accounts with limited or no AWS presence
• Manage the full sales cycle from prospecting through close
• Meet or exceed quarterly revenue targets while maintaining robust pipeline coverage
• Maintain accurate sales forecasts and pipeline reporting in Salesforce

Customer Engagement
• Develop and execute territory plans to maximize market penetration
• Translate cloud and AI capabilities into mission-relevant use cases for public sector organizations
• Build relationships across customer organizations, including C-level executives, engineering, IT/operations, and procurement
• Conduct discovery calls to understand agency missions and technical challenges

Public Sector Expertise
• Navigate public sector procurement processes including RFPs, cooperative contracts, and federal/state/local contract vehicles
• Apply knowledge of public sector compliance requirements, certifications, and fiscal year buying cycles
• Structure deals that meet public sector regulatory, compliance, and grant-funded operating requirements

Collaboration
• Partner with solutions architects and internal stakeholders to accelerate deal velocity
• Collaborate with the partner ecosystem (systems integrators, resellers, distributors) to drive customer success and extend market reach
• Use data and insights to prioritize outreach and identify high-potential prospects

A day in the life
You will balance hunting new accounts with nurturing early-stage relationships. You will spend time on prospecting, researching accounts, sourcing contacts, and executing outbound campaigns to generate meetings. You will conduct discovery calls to understand agency missions and technical challenges, navigate complex procurement processes, and coordinate with Legal, Contracts, and partner teams. You will maintain your pipeline in Salesforce and forecast accurately. This role requires strategic thinking and tactical execution, with autonomy to innovate your approach to breaking into new accounts.

About the team
Diverse Experiences
AWS 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.

Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & 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.

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.

BASIC QUALIFICATIONS

- Bachelor's degree
- 5+ years of full sales cycle, technology sales or equivalent business development experience
- Experience managing and growing complex business relationship at scale
- Experience in generating new opportunities with strong focus on pipeline tracking and deal execution through entire sales cycle
- Experience with sales CRM tools such as Salesforce or similar software

PREFERRED QUALIFICATIONS

- AWS Professional level certification, or Bachelor's degree in business administration, finance, economics, computer science, data science, engineering, or other related field
- Experience driving new business in greenfield accounts at the C-suite level or equivalent
- Experience in strategic thinking about business, enterprise software products, and technology platforms and architectures
- Experience navigating public sector procurement processes and contract vehicles with demonstrated ability to build and execute territory plans

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.