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Principal Account Executive, Federal Financials

Amazon· AWS / Federal Financials Sales Team
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Hybrid (USA, MA, Boston), Hybrid (USA, NC, Charlotte), Hybrid (USA, NY, New York), Hybrid (USA, VA, Arlington)$170k - $230kFull-timePosted 1mo ago

About the role

Account executive role within Amazon Web Services focusing on the Federal Financials sector in the US Worldwide Public Sector market. Drive customer engagements, develop strategy, manage a growing book of business with federal financial organizations, and lead executive-level relationships to enable cloud adoption and business transformation.

Responsibilities

  • Serve as a key member of the Federal Financial Sales Team in helping to drive overall AWS market and technical strategy
  • Contribute to strategies, program development, investments, channel development and other important efforts to make AWS the best fit for our customers’ needs
  • Identify, engage WWPS Federal Financials accounts, using a solution selling approach
  • Maintain an accurate and robust pipeline and commit to a forecast of specific business opportunities within a time period
  • Perform the full range of sales activities from demand generation campaigns to pipeline management by engaging with customers, AWS internal resources (Professional Services, Solution architects, AWS service teams, etc.), and AWS partners
  • Bring a working understanding of modern cloud architecture - security, data, AI/ML, and compliance frameworks (FedRAMP, FISMA) - to help regulatory customers adopt cloud with confidence
  • Understand and exploit the use of Salesforce.com and other internal Amazon systems
  • Be a thought leader and an executive relationship builder
  • Set a strategic sales plan for target markets and ensure alignment with AWS strategy
  • Identify prospects/partners/channels and articulate specific value propositions for their business use case
  • Work closely with customers to ensure successful AWS usage, providing technical resources and capturing wins in use cases
  • Understand customer technical requirements and guide product direction with internal development teams
  • Prepare and present business reviews to senior management on progress and roadblocks to closing new customers
  • Manage complex contract negotiations and liaise with legal teams while handling high volume engagements in a fast-paced market

Qualifications

  • 10+ years of technology related sales, business development or equivalent experience
  • Bachelor's degree
  • Experience presenting to and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals

Skills

Required:Executive-level relationship managementSolution selling

Benefits

  • Base salary with sign-on payments, RSUs, and sales incentives
  • Comprehensive benefits including health insurance (medical, dental, vision, prescription), life & AD&D insurance, optional supplemental life plans, EAP, mental health support, medical advice line, FSA, adoption and surrogacy reimbursement
  • 401(k) matching
  • Paid time off and parental leave
Last updated Oct 25, 2026. Interested? Apply on the company site.

About Amazon

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