Principal ProServe Account Exec, ProServe AWSI Automotive and Manufacturing

About the role

AWS Professional Services is seeking a world-class sales professional to own, build, and grow a portfolio of multi-million dollar professional services engagements with some of the largest and most complex automotive and manufacturing enterprises in the world.

This is a high-visibility, quota-carrying role with full ownership of your book of business — you will hunt, create, and close transformative deals that help customers reinvent their businesses with cloud and Generative AI.

Responsibilities

As the ProServe Account Executive, you own the customer relationship and the revenue. You are a core member of the sales account team alongside Account Managers, Solutions Architects, and Partner teams — but you are the one who identifies the professional services opportunity, shapes it, prices it, and closes it.

• Own your number — Achieve and exceed annual revenue, billable bookings, and pipeline targets.
• Hunt and create deals — Identify, shape, and close net-new professional services opportunities ($2M–$20M+) across large, complex automotive and manufacturing accounts.
• Build transformation roadmaps — Develop long-term strategic customer transformation roadmaps that drive sustained, multi-year professional services revenue while delivering measurable business outcomes.
• Execute complex commercial agreements — Structure and negotiate deal models including fixed-price SOWs, outcome-based engagements, delivery with partners, and multi-year commitments.
• Navigate procurement and drive deals to close.
• Own executive relationships — Build deep, trust-based partnerships at C-suite and VP levels.

Qualifications

The ideal candidate will have:

• 8+ years of technology sales, or 3+ years of technology sales experience
• 4+ years selling into the automotive, manufacturing, or industrial sector
• Experience originating and closing complex, multi-year professional services deals with $5M+ total contract value
• 5+ years managing $10M+ qualified sales pipelines using CRM systems
• Demonstrated ability to engage C-level executives and build long-term strategic partnerships

Preferred Qualifications

Preferred qualifications include:

• Proven hunter mentality — you create opportunities, not just manage them
• Experience with complex commercial constructs: fixed-price delivery, outcome-based pricing, partner-led models, EDPs
• Deep understanding of cloud transformation, AI/ML, and how professional services accelerate enterprise adoption
• Experience working with system integrators and the AWS Partner Network to scale delivery
• Track record of operating with high autonomy in fast-moving, ambiguous environments — taking bold action while maintaining sound judgment
• Excellent storytelling, executive communication, and negotiation skills
• Financial acumen with ability to build business cases and analyze deal economics
• MBA or advanced degree
• AWS certifications (Cloud Practitioner, Solutions Architect, or similar)

Benefits

Amazon offers comprehensive benefits including health insurance, 401(k) matching, paid time off, and parental leave. The base salary range for this position is $170,000 - $230,000 USD annually, depending on location, with additional sign-on payments, restricted stock units (RSUs), and sales incentives.