Overview In this role you drive revenue and market growth for AWS in state government accounts, focusing on expanding adoption of cloud technologies and transforming IT services for public sector customers. You will build and deepen business and technical relationships, work with cross-functional teams to pursue strategic opportunities, and guide customers toward successful cloud adoption. This position places you at the center of AWS's Public Sector mission to modernize government service delivery. You will engage with executives and technical stakeholders to shape go-to-market and contract strategies.
Compensation / Benefits- Base salary 170,000-230,000 USD annually
- Sign-on payments and RSUs
- Sales incentives
- Health insurance (medical, dental, vision)
- 401(k) matching
- Paid time off and parental leave
Responsibilities- Drive revenue and market share in a defined region and account portfolio
- Advance AWS Public Sector market and technical strategy within the team
- Create and execute strategic territory and account plans aligned to AWS direction
- Understand California government technical considerations, certifications, and procurement processes
- Identify prospects, partners, and channels and articulate relevant value propositions
- Collaborate with customers to ensure understanding of cloud use cases and successful AWS adoption
- Guide customer IT teams to align product offerings with technical requirements
- Negotiate complex contracts with AWS business stakeholders
- Maintain accurate pipeline and forecast of opportunities
- Develop and manage sales pipeline with prospects, partners, and key customers
- Prepare and deliver business reviews to senior management
- Accelerate customer adoption and ensure satisfaction
- Travel as needed for conferences and offsites
Key requirements- 11+ years of business development, partner development, sales or alliances management or equivalent leadership with State Government of Texas
- 7+ years of direct sales or business development in software, cloud, infrastructure management or SaaS markets selling to C-level executives
- Strategic thinking
- Cross-functional collaboration
- Executive-level communication
- Knowledge of cloud services and IT architectures
- Understanding of procurement processes and certifications for government customers
- Ability to translate technical solutions to non-technical stakeholders
