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

• Own your number — Achieve and exceed annual revenue, billable bookings, and pipeline targets. You carry quota and are accountable for results.
• Hunt and create deals — Identify, shape, and close net-new professional services opportunities ($2M–$20M+) across large, complex automotive and manufacturing accounts. You don't wait for leads — you create them.
• 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. Become the strategic advisor that customers call when they're making their biggest technology bets.

A day in the life

You spend your time where it matters most — with customers and closing deals: Meeting with automotive OEM and manufacturing executives to discover transformation priorities (connected vehicles, smart factories, GenAI, supply chain digitization) and shape opportunities; building and defending proposals, negotiating SOWs, and driving complex deals through multi-stakeholder approval processes; collaborating with your account team to align ProServe pursuits with the broader AWS relationship strategy; working with AWS Partners (SIs, ISVs) to structure partner co-delivery models that scale your reach; supporting pipeline reviews, updating forecasts, and planning future quarter pursuit strategies; staying connected to in-flight engagements to ensure CBO delivery and identify expansion opportunities. This is a customer-facing role requiring up to 50% travel.

Basic Qualifications

• 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

• 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)

Pay

• USA, IL, Chicago — 170,000.00 - 230,000.00 USD annually
• USA, MI, Detroit — 170,000.00 - 230,000.00 USD annually
• USA, MN, Minneapolis — 170,000.00 - 230,000.00 USD annually
• USA, TX, Dallas — 170,000.00 - 230,000.00 USD annually