Principal ProServe Account Exec, ProServe AWSI Automotive and Manufacturing

Full Job Description

AWS Professional Services is seeking a world-class sales professional to own, build, and grow a portfolio of multi-million dollar professional services engagements with some of the largest and most complex automotive and manufacturing enterprises in the world. This is a high-visibility, quota-carrying role with full ownership of your book of business — you will hunt, create, and close transformative deals that help customers reinvent their businesses with cloud and Generative AI. The automotive and manufacturing industries are in the midst of a once-in-a-generation transformation. Generative AI, applied machine learning, and cloud-native architectures are fundamentally reshaping how these companies design products, run factories, and deliver customer experiences — and the pace is accelerating. You will be at the center of this transformation, working directly with executives and technology leaders to define bold visions and then close the deals that make them real. As the ProServe Account Executive, you own the customer relationship and the revenue. You are a core member of the sales account team alongside Account Managers, Solutions Architects, and Partner teams — but you are the one who identifies the professional services opportunity, shapes it, prices it, and closes it. You will develop and execute against ambitious revenue targets, build a robust pipeline, and negotiate complex commercial agreements. Following deal close, you stay connected to ensure delivery of agreed Customer Business Outcomes (CBOs) and to identify the next wave of opportunities. If you thrive on complexity, think in terms of multi-year transformation roadmaps, and are energized by the autonomy to build a business within a business — we want to talk to you.

Key job responsibilities

• Own your number — Achieve and exceed annual revenue, billable bookings, and pipeline targets. You carry quota and are accountable for results. • Hunt and create deals — Identify, shape, and close net-new professional services opportunities ($2M–$20M+) across large, complex automotive and manufacturing accounts. You don't wait for leads — you create them. • Build transformation roadmaps — Develop long-term strategic customer transformation roadmaps that drive sustained, multi-year professional services revenue while delivering measurable business outcomes. • Execute complex commercial agreements — Structure and negotiate deal models including fixed-price SOWs, outcome-based engagements, delivery with partners, and multi-year commitments. Navigate procurement and drive deals to close. • Own executive relationships — Build deep, trust-based partnerships at C-suite and VP levels. Become the strategic advisor that customers call when they're making their biggest technology bets.

A day in the life You spend your time where it matters most — with customers and closing deals: • Meeting with automotive OEM and manufacturing executives to discover transformation priorities (connected vehicles, smart factories, GenAI, supply chain digitization) and shape opportunities • Building and defending proposals, negotiating SOWs, and driving complex deals through multi-stakeholder approval processes • Collaborating with your account team to align ProServe pursuits with the broader AWS relationship strategy • Working with AWS Partners (SIs, ISVs) to structure partner co-delivery models that scale your reach • Supporting pipeline reviews, updating forecasts, and planning future quarter pursuit strategies • Staying connected to in-flight engagements to ensure CBO delivery and identify expansion opportunities This is a customer-facing role requiring up to 50% travel.

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

• 8+ years of technology sales, or 3+ years of technology sales experience
• 4+ years selling into the automotive, manufacturing, or industrial sector
• Experience originating and closing complex, multi-year professional services deals with $5M+ total contract value
• 5+ years managing $10M+ qualified sales pipelines using CRM systems
• Demonstrated ability to engage C-level executives and build long-term strategic partnerships

Preferred Qualifications

• Proven hunter mentality — you create opportunities, not just manage them
• Experience with complex commercial constructs: fixed-price delivery, outcome-based pricing, partner-led models, EDPs
• Deep understanding of cloud transformation, AI/ML, and how professional services accelerate enterprise adoption
• Experience working with system integrators and the AWS Partner Network to scale delivery
• Track record of operating with high autonomy in fast-moving, ambiguous environments — taking bold action while maintaining sound judgment
• Excellent storytelling, executive communication, and negotiation skills
• Financial acumen with ability to build business cases and analyze deal economics
• MBA or advanced degree
• AWS certifications (Cloud Practitioner, Solutions Architect, or similar)

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. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, IL, Chicago - 170,000.00 - 230,000.00 USD annually USA, MI, Detroit - 170,000.00 - 230,000.00 USD annually USA, MN, Minneapolis - 170,000.00 - 230,000.00 USD annually USA, TX, Dallas - 170,000.00 - 230,000.00 USD annually

8+ years of technology sales, or 3+ years of technology sales experience 4+ years selling into the automotive, manufacturing, or industrial sector Experience originating and closing complex, multi-year professional services deals with $5M+ total contract value 5+ years managing $10M+ qualified sales pipelines using CRM systems Demonstrated ability to engage C-level executives and build long-term strategic partnerships