As an Enterprise Account Manager in our Greenfield segment, you will build AWS's presence from zero in strategic accounts with no prior cloud relationship, no incumbent workloads, and often no executive sponsorship. Every outcome — from first meeting to signed deal — must be built from scratch.
You will define account strategies where no playbook exists, establish executive-level relevance with C-level leaders who have no existing loyalty to AWS, and orchestrate cross-functional teams (Solutions Architecture, ProServe, Partners, Specialist) around a unified customer vision. Your daily work demands navigating ambiguity without guardrails, managing long sales cycles with uncertain outcomes, and making strategic trade-offs between near-term pipeline and long-term positioning.
This role goes beyond individual account revenue. You will shape how AWS establishes credibility and land-and-expand motions in accounts with no prior relationship — driving digital transformations through effective engagement with C-level executives, IT leaders, and lines of business. You are establishing Amazon Web Services as the key AI and cloud technology provider, promoting the entire AWS products and services portfolio to Enterprise Customers.
Do you look around corners for ways to engage and service customers? Are you passionate about using technology to solve business problems that have big customer impact?
Come build the future with us.
Key job responsibilities
- Build strategic relevance from zero in accounts with no AWS presence — creating engagement where none existed.
- Define and execute comprehensive account strategies, go-to-market motions, and partner engagement models in the absence of precedent.
- Orchestrate cross-functional teams (Sales, ProServe, Partners, Specialist) and external stakeholders — aligning organizations that don't share the same priorities or timelines.
- Engage and influence C-level executives, business decision-makers, and IT leaders.
- Drive complex, multi-product deals requiring coordination across AWS services, multiple partners, and business units.
- Maintain a robust projects pipeline across accounts at different maturity stages — from first conversation to signed Landing Zone.
- Expect moderate travel.
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