Strategic Account Rep, Strategic Accounts
About the Role
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform — and the opportunity ahead of us is still enormous. To capture it, we're growing a team of disciplined, high-performing sellers who can operate with precision inside some of the world's most complex enterprise accounts. As a Strategic Account Representative, you will be a full-cycle seller executing targeted plays to identify, develop, and close new business within a defined set of strategic accounts. You will engage manager- to director-level stakeholders to advance AWS adoption, drive pipeline, and deliver measurable revenue outcomes. The ideal candidate will possess sales and technical capabilities to enable them to identify new workloads, advise customers on AWS solutions, and develop relationships within specific business units and lines-of-business. A successful candidate has customer obsession while consistently meeting and exceeding long-term business and revenue targets.
Key job responsibilities
-Execute defined GTM plays and sales motions within your assigned accounts and business units, driving full-cycle tactical opportunities from prospecting through close
-Engage manager- to director-level decision makers to understand business priorities and position AWS solutions that deliver measurable value
-Build and maintain a healthy pipeline by identifying net-new opportunities within your territory, leveraging inbound signals, partner channels, and outbound campaigns
-Accurately track activity, forecast pipeline, and manage sales stages in CRM (Salesforce), maintaining data hygiene and reporting discipline
-Collaborate cross-functionally with Solutions Architects, Partner teams, Specialists, and Demand to advance opportunities and meet customer needs
-Develop a working understanding of the technology footprint, business objectives, and competitive landscape within your assigned accounts
-Meet or exceed quarterly and annual output goals including revenue quota, new workload launches, and pipeline creation targets
A day in the life
As a strategic account rep you will focus your time reaching out to new contacts, identifying workloads, progressing active opportunities, and collaborating with internal teams to move deals forward. You'll be supported by a strong team of SAMs, Solutions Architects, and Specialists, and you'll operate within a clear framework that sets you up to succeed and grow.
About the team
The Strategic Accounts organization at AWS works with some of the world's most influential technology companies — driving cloud adoption at scale and shaping how enterprise software is built and delivered. Our Strategic Account Representatives are the engine of new business growth, operating within a high-performing, collaborative team that values precision, accountability, and impact. You'll be surrounded by experienced sellers, technical specialists, and partner experts who are invested in your success — and in winning together for our customers.
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the 8 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.
Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of that empower us to be proud of our . Ongoing events and learning experiences, including our Conversations on and (CORE) and AmazeCon ( ) conferences, inspire us to never stop embracing our uniqueness.
Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.