Account Executive - AWS

Account Executive - AWS

This role is eligible for full-time remote employment within the US or can be hybrid in our Durham, NC office 2-3 days/week. Please note that we unfortunately cannot sponsor H1B visas at this time. Aprio participates in the US Government's eVerify Program.

As our Account Executive, you'll partner with our Sales Development Reps and actively generate your own pipeline to convert into closed revenue. You'll run the full sales cycle, from first call through technical evaluation, business case, and signature, selling to IT leaders and security teams across AWS environments who are accountable when things go wrong. This is a consultative, multi-stakeholder sale where the best outcome for the customer and the best outcome for the business are genuinely aligned.

This is not a transactional sales role. It's a critical growth role focused on enterprise execution, customer trust, and long-term account value. Bottom line: we're looking for an enterprise seller who knows how to turn customers into strategic accounts, and strategic accounts into major growth engines across our AWS customer base.

• Own deals from strategic SDR, Customer Success, Executive referral handoff through close; running discovery, technical validation, stakeholder alignment, and contract negotiation often spanning 6–9 months
• Conduct deep discovery to expose the true cost of inadequate DR: unplanned downtime, regulatory penalties, reputational damage, failed audits — particularly in regulated, high-visibility, or publicly traded organizations
• Lead product evaluations and POCs in partnership with solutions engineering, often involving formal RFP/RFI processes, security reviews, and enterprise procurement cycles
• Build and present business cases that resonate with both technical buyers and economic decision-makers at the C-suite and board level
• Coordinate executive sponsorship from our leadership team to match the seniority of the buying group at target accounts

• Map and engage multiple stakeholders: IT Directors, CISOs, infrastructure leads, compliance officers, and CFOs, plus General Counsel and Board-level Risk Committees in heavily regulated logos
• Identify and cultivate internal champions and economic sponsors who can move deals forward when you're not in the room
• Anticipate and address procurement, legal, and security review requirements early, including third-party risk assessments, infosec questionnaires, and multi-stage legal redlines
• Manage deal timelines with rigor, using mutual action plans and executive business reviews (EBRs) to keep both sides accountable
• Build account plans for each target logo, mapping the org, identifying expansion paths, and aligning internal resources to the account

• Speak fluently about RTO, RPO, failover architecture, backup integrity, and ransomware recovery, with enough depth to hold technical credibility in front of enterprise architecture review boards
• Use trigger events like infrastructure migrations, M&A activity, audit cycles, and public incidents, with particular attention to how these play out at enterprises with complex, multi-cloud, or hybrid environments
• Develop point-of-view conversations for each target vertical (e.g. financial services, healthcare, critical infrastructure) to lead with insight, not just product features
• Accurately represent what the product can and can't do; credibility with technical buyers is built on honesty, not overselling

• Maintain rigorous CRM hygiene with multi-threaded stakeholder tracking and account-level forecasting, not just individual deal stage
• Share deal insights, named-account patterns, and competitive intelligence from enterprise evaluations — what you learn in the field makes everyone better
• Help develop enterprise proof points and reference customers — logo wins become the case studies and credibility that open the next door

• You take ownership of your pipeline end-to-end — including multi-year account plans, not just open opportunities
• You prepare thoroughly for every call including executive briefings,…