Principal Sales Executive; Healthcare Providers East

Description

This is not a transactional sales role. You will be the single‑threaded owner for your accounts – the executive relationship holder, the deal strategist, and the person who connects the dots between a health system's biggest challenges and AWS's broadest set of cloud, AI, and purpose‑built healthcare capabilities. You'll work backwards from customer outcomes to craft solutions that span cloud migration, application modernization, data & analytics, and AI/GenAI – partnering with Solutions Architects, Specialist Sales teams, Professional Services, and Partners to bring transformational programs to life.

Healthcare providers are navigating an unprecedented environment – margin compression, workforce shortages, regulatory complexity, and rapidly rising patient expectations. At the same time, AI is moving from pilot to production across clinical documentation, operational automation, clinical decision support, and patient engagement. AWS is uniquely positioned with purpose‑built services like Amazon Connect Health, Amazon Health Lake, and Amazon Bedrock to help health systems modernize and innovate at the pace their patients and clinicians demand.

You’ll be the tip of the spear for that transformation.

• Develop and execute long‑term account plans for named health systems, academic medical centers, and integrated delivery networks. Drive revenue growth, expand services adoption, and deepen customer relationships year over year.
• Build and maintain C‑suite relationships – serve as a trusted advisor to CIOs, CMIOs, CDOs, CFOs, and COOs. Understand their strategic priorities – from EHR optimization to AI‑driven clinical workflows – and connect them to AWS capabilities that deliver measurable business and clinical outcomes.
• Drive complex, multi‑stakeholder deals – lead full‑cycle sales motions from discovery through negotiation and close. Structure multi‑year, multi‑service engagements with clear business cases, navigating procurement, legal, compliance, and clinical stakeholders.
• Develop and execute account‑level GTM strategies – identify and prioritize opportunities across AI/Agentic AI, cloud migration, application modernization, data & analytics, and operational efficiency. Build compelling narratives that connect technology to patient outcomes and financial performance.
• Orchestrate cross‑functional teams – quarterback Solutions Architecture, Specialist Sales (AI/ML, Security, Analytics, Connect Health), Professional Services, Partner Development, and Marketing resources to deliver comprehensive solutions for your customers.
• Maintain operational rigor – manage pipeline with discipline – accurate forecasting, SFDC hygiene, stage progression, and early risk identification. Deliver against quarterly and annual revenue targets consistently.
• Represent AWS in the healthcare ecosystem – engage at industry events (HIMSS, HLTH, ViVE, Becker’s), contribute to customer‑facing thought leadership, and build a personal brand as a trusted voice in health‑IT innovation.

• Proven track record of consistently meeting or exceeding $10M+ annual revenue targets in complex, consultative enterprise sales environments.
• Experience managing full sales cycles—from pipeline generation and qualification through negotiation and close—with deal sizes of $1M+.
• Demonstrated ability to build and maintain executive‑level relationships (CIO, CMIO, CFO) at large, complex organizations.
• Strong operational discipline – pipeline management, forecasting accuracy, CRM (Salesforce).
• Bachelor's degree or equivalent experience.

• Deep knowledge of healthcare provider business models, financial dynamics (margin pressure, value‑based care, payer mix), and regulatory environment.
• Understanding of health‑IT landscape – EHR platforms (Epic, Oracle Health/Cerner, MEDITECH), clinical systems, data interoperability (FHIR/HL7), and infrastructure modernization patterns.
• Experience with cloud technologies, AI/ML, and digital transformation programs in healthcare – ability to articulate how technology drives clinical and operational outcomes.
• Track record selling into complex, matrixed…