Director Sales, HCLS, Global HCLS

About the role

In this executive-level sales leadership role, you will lead the AWS Healthcare and Life Sciences sales team, focused on Payors. You will be responsible for some of the most iconic companies across North America whose core missions focus on expanding access to care, promoting preventive wellness, and driving innovation to build a more equitable and financially sustainable healthcare system. You will drive technology adoption, with particular emphasis on how AI is transforming healthcare and life sciences, including ML/AI, Quintuple Aim, and agentic AI applications.

To be successful, you will bring deep domain knowledge in the healthcare and life science sectors, building C-level relationships to drive transformational business outcomes, value realization, and support customers through their AI-driven journey. You will collaborate with geographically distributed sales, business development, and technical resources and lead extended account teams to advocate for customer interests across AWS.

The ideal candidate will have an entrepreneurial mindset with proven experience building and scaling a rapidly evolving business while consistently meeting or exceeding sales targets. They will bring strong business acumen, exceptional strategic thinking, executive communication skills, and the ability to influence without authority across complex organizational structures. This leader will have extensive experience in the healthcare ecosystem, deep understanding of cloud computing and digital transformation, and a record of building and managing high-performing teams while delivering against revenue goals.

Responsibilities

• Build relationships with and influence CXOs, CEOs, and Boards of Directors in respective customers in healthcare and life sciences.
• Drive AI transformation initiatives with customers, demonstrating deep understanding of how AI is reshaping healthcare and especially payor operations.
• Own and deliver annual revenue and quota for payor-focused healthcare customers.
• Establish pipeline coverage models and forecast accuracy requirements.
• Monitor and report on quota attainment, pipeline health, and revenue forecasts.
• Leverage domain expertise in healthcare and health techs to identify and articulate industry-specific use cases for AWS technologies.
• Engage, orchestrate, guide, and coach extended account team members across North America.
• Focus on large, complex opportunities at all stages of the sales cycle, particularly those involving AI-driven transformation.
• Leverage and orchestrate customer executive engagements with Amazon executives.
• Shape or reshape deals to best meet customer needs and leverage AWS capabilities for industry-specific challenges.
• Ensure optimal deal resourcing, approach, and product mix tailored to healthcare and life sciences requirements.
• Resolve deal escalations.
• Lead joint business planning with internal stakeholders and partners to identify and qualify pipeline opportunities.
• Establish quarterly business reviews to track progress against revenue commitments.
• Drive deal acceleration and negotiate strategic agreements including commercial terms, co-investment models, and performance metrics.
• Build, mentor, and lead a high-performing, quota-carrying team of Account Executives.
• Collaborate with CSMs, BDMs, and SAs.
• Establish team goals, performance metrics, and development plans with clear revenue accountability.
• Actively participate in strategic deal pursuits, providing executive sponsorship and partnership expertise.
• Coordinate AWS resources to win complex, high-value opportunities.
• Provide regular business reviews to AWS direct and senior leadership on performance, pipeline health, quota attainment, and strategic initiatives.
• Maintain governance frameworks to track commitments and revenue outcomes.
• Monitor competitive landscape and market dynamics to inform strategy.
• Represent AWS at industry events and contribute to HCLS and public sector strategy globally.

Requirements

• Bachelor's degree.
• 15+ years in technology and enterprise sales, including experience selling into healthcare, health technologies, or life sciences industries.
• 7+ years of people management experience, including building and leading geographically distributed, quota-carrying teams.
• 5+ years managing and exceeding annual sales quotas of $100M+.

Preferred Qualifications

• Experience building relationships and conducting business reviews with C-suite healthcare/health system executives.
• Experience developing strategic business plans and executing tactical sales initiatives in regulated industries.
• Experience creating written business documents and delivering presentations to executive audiences.
• Experience navigating healthcare procurement cycles, compliance requirements, or payer/provider ecosystems.
• Experience using data and metrics for business analysis, pipeline forecasting, and revenue planning.
• Experience leading sales organizations of 20+ quota-carrying sellers.
• MBA or equivalent.

Pay

• USA, CA, San Francisco: $246,800.00 - $333,900.00 USD annually.
• USA, NY, New York: $246,800.00 - $333,900.00 USD annually.
• USA, VA, Arlington: $224,400.00 - $303,500.00 USD annually.
• USA, WA, Seattle: $224,400.00 - $303,500.00 USD annually.

Benefits

Amazon offers comprehensive benefits including:

• Health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance, and option for Supplemental life plans).
• Employee Assistance Program (EAP) and Mental Health Support.
• Medical Advice Line.
• Flexible Spending Accounts.
• Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off and parental leave.
• Sign-on payments, restricted stock units (RSUs), and sales incentives.

Learn more about our benefits at amazon.jobs/en/benefits.