Principal ProServe Account Exec, ProServe AWSI Automotive and Manufacturing

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 high‑visibility, quota‑carrying role gives you 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.

As the Pro Serve Account Executive, you will own the customer relationship and the revenue, identify the professional services opportunity, shape it, price it, and close it, while building a robust pipeline, negotiating complex commercial agreements, and staying connected to ensure delivery of agreed Customer Business Outcomes (CBOs) and identifying the next wave of opportunities.

• 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 are making their biggest technology bets.

• Meeting with automotive OEM and manufacturing executives to discover and shape transformation priorities (connected vehicles, smart factories, GenAI, supply chain digitization), and build and defend proposals, negotiate SOWs, and drive complex deals through multi‑stakeholder approval processes.
• Collaborating with your account team to align Pro Serve pursuits with the broader AWS relationship strategy, and 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 while staying connected to in‑flight engagements to ensure CBO delivery and identify expansion opportunities.

• 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

• 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 the 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.

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 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.

Salary ranges:

• USA, IL, Chicago –  –  USD annually
• USA, MA, Boston –  –  USD annually
• USA, TX, Dallas –  –  USD annually