About this role
Owns driving revenue and customer engagements for AWS in public sector net-new (greenfield) accounts. Builds and executes a territory plan, runs discovery and procurement-aligned deal cycles, and partners with solutions architects and an ecosystem of systems integrators/resellers/distributors.
Key Responsibilities
- Prospect and qualify net-new public sector accounts
- Manage the full sales cycle from prospecting through close
- Maintain accurate sales forecasts and pipeline reporting in Salesforce
- Develop and execute territory plans to maximize market penetration
- Navigate public sector procurement processes including RFPs, cooperative contracts, and federal/state/local contract vehicles
Technical Overview
Technical scope centers on translating cloud and AI capabilities into public sector use cases and driving adoption of Amazon Web Services (AWS) services. The role is sales-execution heavy, requiring technical credibility to engage developers and architects while managing deal requirements shaped by public sector procurement and compliance.
Ideal Candidate
The ideal candidate is a mid-level Greenfield Account Executive for Amazon Web Services (AWS) Worldwide Public Sector (WWPS) who can build net-new pipeline in public sector accounts with limited or no AWS presence. They have owned the full sales cycle from prospecting through close, can engage C-level stakeholders, and understand public sector procurement processes including RFPs, cooperative contracts, and federal/state/local contract vehicles.
Must-Have Skills
Prospect and qualify net-new public sector accounts with limited or no AWS presenceManage the full sales cycle from prospecting through closeMeet or exceed quarterly revenue targets while maintaining robust pipeline coverageMaintain accurate sales forecasts and pipeline reporting in SalesforceDevelop and execute territory plans to maximize market penetrationNavigate public sector procurement processes including RFPscooperative contractsand federal/state/local contract vehiclesStructure deals that meet public sector regulatorycomplianceand grant-funded operating requirements
Tools & Platforms
Salesforce
Required Skills
net-new public sector account prospectingfull sales cycle managementsales forecastingpipeline reportingSalesforceterritory planningcloud computingAmazon Web Services service adoptionC-level executive engagementdiscovery callspublic sector procurementRFPscooperative contractsfederal/state/local contract vehiclespublic sector compliance requirementsfiscal year buying cyclesdeal structuringgrant-funded operating requirementssystems integratorsresellersdistributors
Hard Skills
net-new public sector account prospectingfull sales cycle managementsales forecastingpipeline reportingterritory planningcloud computingAmazon Web Services service adoptionAI capabilities translation to use casesC-level executive engagementdiscovery callspublic sector procurement processesRFPscooperative contractsfederal/state/local contract vehiclespublic sector compliance requirementscertificationsfiscal year buying cyclesdeal structuringregulatory compliancegrant-funded operating requirementspartner ecosystem collaborationsystems integratorsresellersdistributorsSalesforce
Soft Skills
creative problem-solvingtenacitybuilding sales function from the ground upexecutive communicationcustomer relationship managementstakeholder managementcross-functional collaborationtechnical-to-business communicationcustomer engagement
Keywords for Your Resume
WWPSGreenfield Account ExecutiveWorldwide Public Sector Greenfield SalesAmazon Web Services (AWS)AWS Worldwide Public Sector (WWPS)net-new public sector accountsfull sales cycleprospectingclosequarterly revenue targetspipeline coveragesales forecastspipeline reportingSalesforceterritory plansmarket penetrationC-leveldiscovery callspublic sector procurementRFPscooperative contractsfederal/state/local contract vehiclespublic sector compliance requirementsfiscal year buying cyclesdeal structuringgrant-funded operating requirementssystems integratorsresellersdistributorsface-to-faceteleconference
Deal Breakers
Must have experience prospecting and qualifying net-new public sector accounts, Must have experience managing a full sales cycle from prospecting through close, Must have experience maintaining forecasts and pipeline reporting in Salesforce
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