Account Executive

As our Partner First Scale Account Executive, you will focus exclusively on co-selling AWS solutions with the AWS Cloud Sales Center (CSC) team in the DC market. This is a specialized role targeting SMB customers through AWS's strategic Partner First Scale motion - a co-sell approach where Account Executives work directly with AWS CSC representatives to drive joint opportunities.

Primary Responsibilities:

Partnership & Co-Selling

·        Build and maintain strategic relationships with AWS CSC (Cloud Sales Center) representatives in the DC + Seattle market

o   In AWS DC or Seattle Market offices 4 days a week

·        Execute joint sales calls and presentations with AWS CSC team members

·        Collaborate on opportunity development, qualification, and closing with CSC partners

·        Participate in AWS CSC team meetings, training sessions, and strategic planning

Sales Execution

·        Drive $1.5M+ in annual AWS launched ARR through CSC partnerships

·        Achieve 40% realization rate on launched opportunities within 3 months

·        Generate minimum of 2 Partner Originated Opportunities per launched deal

·        Work closely with Channel Representatives who will provide lead generation and initial qualification support

·        Manage full sales cycle from qualification through contract execution for accounts

Territory Management

·        Focus exclusively on SMB (Small-Medium Business) customers in the DC/East Coast market

·        Develop territory plans aligned with CSC priorities and customer segments

·        Maintain accurate pipeline reporting and forecasting in Salesforce/ACE

·        Coordinate with internal technical teams for solution development and delivery

Customer Engagement

·        Conduct discovery sessions to understand customer business challenges and AWS adoption needs

·        Present AWS migration, modernization, and AI solutions to C-level executives

·        Manage complex sales cycles typically ranging from 3-6 months

·        Ensure exceptional customer experience throughout the sales process

Required Experience for the Role:

·       Preferred Bachelor’s degree in Business, Marketing, or related field

·       3+ years of experience in technology sales, preferably in cloud services or SaaS

·       Demonstrated success in building and managing partner relationships

·       Strong understanding of AWS services and partner ecosystem

·       Excellent communication, presentation, and negotiation skills

·       Ability to understand technical concepts and translate them into business value

·       Experience with CRM systems (Salesforce preferred)

Preferred Experience for the Role:

·       AWS Certification(s)

·       Experience selling cloud migration, AI solutions, or managed services

·       Prior experience at an AWS Partner organization

·       Established relationships within the AWS partner network

·       MBA or other advanced degree