Professional Services Area Sales Leader Public Sector

The Amazon Web Services Professional Services (Pro Serve) team is seeking an experienced technology sales leader to lead the Canadian Public Sector sales organization. The customer set includes Federal Government of Canada, Defence and National Security, Provincial and Territorial Governments, Healthcare (including provincial health authorities and academic medical centers), and Education institutions. Our team collaborates across the entire AWS organization to deliver the right solutions and drive feature innovation based on customer needs.

You will be responsible for leading the Canada Pro Serve sales and go-to-market organization as part of the Worldwide Public Sector (WWPS) Pro Serve team. You will partner closely with the Canada Pro Serve Delivery Leader and delivery team to ensure engagement excellence and customer outcomes. Responsibilities include meeting team bookings and revenue targets, setting targets for team members, coaching team members, providing thought leadership, shaping offerings, and defining the go-to-market approach for Pro Serve with Canadian public sector customers.

You will set team member quota targets and be responsible for meeting the total team target. This key role will be highly visible internally and externally, and will require the ability to communicate and partner with other teams within AWS account sales, support, solutions architecture, and partner teams, as well as teams across Pro Serve globally.

You will represent your team to executive management and develop the approach to drive customer outcomes through Pro Serve, leading to increased platform use, Pro Serve bookings, revenue and margin, while managing risk and quality for AWS. You will serve as part of the global AWS WWPS Professional Services leadership team, and will contribute at the worldwide level to design and drive the cloud-based IT professional services delivery model of the future.

Key job responsibilities

• Leading and developing a high-performing team of Account Executives and technical sellers across Canada

• Developing and implementing sales strategies to meet team targets and drive revenue growth across Canadian Public Sector verticals (Federal, Defence, Provincial, Healthcare, Education)

• Cultivating executive customer relationships across Canadian Public Sector organizations, earning trust, credibility, and shaping new opportunities

• Leveraging deep AWS knowledge to guide sellers in proposing optimal solutions that work backwards from customers’ objectives

• Monitoring and analyzing key performance indicators and driving executional rigor and accurate forecasting and reporting to optimize operational processes and manage risk

• Partnering with the Canada Pro Serve Delivery Leader and delivery team to ensure engagement quality, delivery excellence, and successful customer outcomes

• Building and leveraging a partner ecosystem, establishing executive relationships with key system integrators (SIs), software vendors (ISVs), and managed services providers (MSPs) who deliver cloud-based IT services in Canada

• Navigating procurement discussions and contracting strategies leveraging extensive knowledge of Canadian Public Sector contracting practices, RFx processes, and procurement frameworks across all verticals

This role requires 25-50% travel within Canada

BASIC QUALIFICATIONS

- 15+ years of IT sales experience

- Experience with P&L responsibility and delivering strong financial results
- Experience managing large teams across multiple locations and languages
- BA/BS degree in a technical field (Computer Science, Engineering, Physics, Math, or equivalent work experience)
- 10+ years of experience managing a services sales or consulting organization
- 7+ years of experience managing service delivery or sales across Canadian Public Sector verticals including Federal, Defence, Provincial, Healthcare, and Education
- 5+ years of manager-of-managers experience in technology environments
- Leveraging AI capabilities as part of the selling process

- Experience with Canadian Public Sector contracting, RFx processes, and procurement frameworks across multiple verticals
- Demonstrated ability in overall…