Principal ProServe Account Exec, ProServe AWSI Automotive and Manufacturing

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 Pro Serve 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.

• 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.

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 Pro Serve 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.

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.

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