Director of Proserve Sales - AWS Strategic Accounts, AWS Professional Services

Description

Are you a transformational leader who thrives at the intersection of cloud technology and enterprise sales? Do you want to define the strategy for how AWS's most technically sophisticated customers adopt and scale cloud services? As the Director of Professional Services for AWS Strategic Accounts, you will own the ProServe sales strategy and P&L for a portfolio of AWS's largest and most technically sophisticated and collaborative customers. These customers are partners who leverage the cloud to drive bold growth strategies and shape the future of cloud services. The accounts span digital native businesses, large ISV/SaaS providers, and large enterprises across industries.

You will lead a multi-layered organization of sellers, setting a multi-year vision that drives long-term, transformational impact for customers modernizing their IT operating models, accelerating cloud adoption, and unlocking business value through AWS services including generative and agentic AI technologies. This is a role where the problem, opportunity, and strategy are yours to define: you will navigate ambiguity, make high-velocity decisions, and establish the direction for a growing business with significant complexity.

You will build trusted C-suite relationships (CEO, CFO, CTO, CIO), collaborate cross-functionally with AWS Sales, Partner, Business Development, and Solutions Architecture teams, and cultivate a partner ecosystem of system integrators, ISVs, and managed services providers. You will also grow and develop leaders of leaders, creating a self-sustaining organization with the talent, mechanisms, and roadmaps to deliver durable results.

Key job responsibilities
- Own the ProServe Strategic Accounts P&L and multi-year operating plan, driving performance against revenue, bookings, and growth targets across a diverse portfolio of digital native, ISV/SaaS, and large enterprise customers while making high-judgment decisions in areas with significant business risk
- Lead, hire, and develop a diverse, multi-layered team of ProServe sellers: developing leaders of leaders, creating mechanisms to develop talent at all levels, and building an organization that delivers results and is self-sustaining
- Define and execute a multi-year sales strategy that positions AWS Professional Services as the trusted transformation partner for strategic accounts, incorporating emerging technologies including generative and agentic AI, and influencing roadmaps and goals both within and outside your organization
- Build and deepen C-suite relationships across strategic accounts and collaborate cross-functionally with AWS Sales, Partner, Business Development, Solutions Architecture, and partner ecosystem leaders (SIs, ISVs, MSPs) to shape, close, and deliver large, complex enterprise engagements
- Advocate for strategic account customers by channeling feedback to AWS engineering and product teams, influencing service roadmaps to accelerate adoption and value, and continuously elevating the standards of delivery and operational effectiveness across the business

About the team
AWS Professional Services combines AI-enhanced delivery, specialized solutions, deep industry expertise, and dedicated centers of delivery excellence (VMware, SAP, and more) to help organizations design, build, migrate, and manage their AWS workloads and applications. Businesses get unique access to AWS innovations, proven frameworks, and specialized capabilities to accelerate timelines, reduce risk, and deliver faster time to value.

Basic Qualifications

- Bachelor's degree or equivalent, or 5+ years of professional experience
- 15+ years of professional services or project-based sales experience with large enterprise customers and ecosystem partners
- 10+ years leading teams in IT sales, service management, cloud computing, or IT strategy, including experience as a manager of managers
- 5+ years leading AI/ML, generative, or agentic AI solution sales or delivery
- Proven track record of consulting practice leadership with direct ownership of P&L and large revenue targets

Preferred Qualifications

- Bachelor's degree in STEM (Science, Technology, Engineering, and Mathematics), or Master's degree in business administration, finance, economics, computer science, data science, engineering, or other related field
- 9+ years of building profitable partner ecosystems experience
- Experience record of selling and delivering cloud engagements across multiple industries, particularly with digital native businesses, ISV/SaaS providers, or large enterprises
- Demonstrated success operating in highly ambiguous environments, scaling systems, processes, and teams across multiple lines of business and geographies
- Visible industry thought leadership on topics related to enterprise cloud adoption, IT modernization, or AI-driven innovation

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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.