Account Executive, AWS Nonprofits – SMB Engaged , AWS WWPS Nonprofits

Account Executive, AWS Nonprofits – SMB Engaged , AWS WWPS Nonprofits

Job :  | Amazon Web Services, Inc.

Drive revenue and customer engagements for Amazon Web Services by expanding cloud adoption among small to mid-size nonprofit organizations. As an Account Executive on the Nonprofit team, you will own the full sales cycle, prioritize opportunities, and deepen AWS usage to increase operational efficiency and scale missions.

• Own the full sales cycle from opportunity identification through close for expansion and new workload opportunities.
• Prospect and qualify new workload opportunities within existing accounts that have crossed the AWS engagement threshold.
• Meet or exceed quarterly revenue targets while maintaining robust pipeline coverage.
• Maintain accurate sales forecasts and pipeline reporting in Salesforce.
• Leverage data‑driven territory management to prioritize outreach and identify high‑potential prospects across a large territory.
• Develop and execute territory plans to maximize cloud adoption and revenue growth across small to mid‑size nonprofit organizations.
• Translate cloud and AI capabilities into mission‑relevant use cases for nonprofit organizations.
• Build relationships across customer organizations, including C‑level executives (CEO, CTO, CIO), engineering, IT/operations, and procurement.
• Conduct discovery calls to understand organizational missions, technical environments, and growth opportunities.
• Drive in‑person customer meetings, quarterly business reviews, and executive engagements to accelerate deal velocity and deepen relationships.
• Navigate nonprofit procurement processes, including grant‑funded purchasing, board approvals, and fiscal year buying cycles.
• Structure deals that align with nonprofit operating models, including grant‑funded and budget‑constrained environments.
• Apply knowledge of nonprofit‑specific AWS programs to accelerate customer adoption and drive pipeline.
• Develop understanding of the nonprofit technology landscape, including common challenges around funding constraints, digital transformation, and capacity building.
• Partner with solutions architects and internal stakeholders to accelerate deal velocity and deliver compelling technical solutions.
• Collaborate extensively with the AWS Partner Network – including systems integrators, resellers, and nonprofit‑competency partners – to drive customer success and extend market reach.
• Coordinate with Pro Serve, Marketing, and Customer Success Managers to support customer outcomes and grow accounts post‑launch.

Balance expanding adoption within engaged accounts with identifying new workload opportunities across your territory. Analyze account data to prioritize outreach, conduct discovery calls, craft proposals that map AWS capabilities to mission outcomes, navigate nonprofit procurement processes, coordinate with partners and internal teams, and drive deals from qualified through close. Maintain your pipeline in Salesforce, forecast accurately, and participate in weekly forecast calls, monthly business reviews, and top‑deal inspections.

• 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting experience.
• Bachelor’s degree or equivalent.
• Experience generating new opportunities with a strong focus on pipeline tracking and deal execution through the entire sales cycle.
• Experience with sales CRM tools such as Salesforce.

• AWS Associate level certification or Bachelor's degree in business administration, finance, economics, computer science, data science, engineering, or other related field.
• Experience selling cloud solutions at a software company or equivalent.
• Experience driving new business in greenfield accounts at the C‑suite level.
• Experience in enterprise software.
• Experience developing and executing sales strategies, tactics, plans, processes, systems and programs.
• Experience working with partners through account, product or program management and business development engagements.
• Experience managing large amounts of data.

Base salary range: USD 92,400.00 –  annually (USA, TX, Austin) and…