Principal Sales Executive, Healthcare Providers East

About the role

This is not a transactional sales role. You will be the single-threaded owner for your accounts — the executive relationship holder, the deal strategist, and the person who connects the dots between a health system's biggest challenges and AWS's broadest set of cloud, AI, and purpose-built healthcare capabilities. You'll work backwards from customer outcomes to craft solutions that span cloud migration, application modernization, data & analytics, and AI/GenAI — partnering with Solutions Architects, Specialist Sales teams, Professional Services, and Partners to bring transformational programs to life.

Responsibilities

• Develop and execute long-term account plans for named health systems, academic medical centers, and integrated delivery networks.
• Drive revenue growth, expand services adoption, and deepen customer relationships year over year.
• Build and maintain C-suite relationships — Serve as a trusted advisor to CIOs, CMIOs, CDOs, CFOs, and COOs. Understand their strategic priorities — from EHR optimization to AI-driven clinical workflows — and connect them to AWS capabilities that deliver measurable business and clinical outcomes.
• Drive complex, multi-stakeholder deals** — Lead full-cycle sales motions from discovery through negotiation and close. Structure multi-year, multi-service engagements with clear business cases, navigating procurement, legal, compliance, and clinical stakeholders.
• Develop and execute account-level GTM strategies — Identify and prioritize opportunities across AI/Agentic AI, cloud migration, application modernization, data & analytics, and operational efficiency. Build compelling narratives that connect technology to patient outcomes and financial performance.
• Orchestrate cross-functional teams** — Quarterback Solutions Architecture, Specialist Sales (AI/ML, Security, Analytics, Connect Health), Professional Services, Partner Development, and Marketing resources to deliver comprehensive solutions for your customers.
• Maintain operational rigor — Manage pipeline with discipline — accurate forecasting, SFDC hygiene, stage progression, and early risk identification.
• Deliver against quarterly and annual revenue targets consistently.
• Represent AWS in the healthcare ecosystem — Engage at industry events (HIMSS, HLTH, ViVE, Becker's), contribute to customer-facing thought leadership, and build a personal brand as a trusted voice in health IT innovation.

Qualifications

• Proven track record of consistently meeting or exceeding $10M+ annual revenue targets in complex, consultative enterprise sales environments.
• Experience managing full sales cycles — from pipeline generation and qualification through negotiation and close — with deal sizes of $1M+.
• Demonstrated ability to build and maintain executive-level relationships (CIO, CMIO, CFO) at large, complex organizations.
• Strong operational discipline — pipeline management, forecasting accuracy, CRM (Salesforce).
• Bachelor's degree or equivalent experience.

Preferred Qualifications

• Deep knowledge of healthcare provider business models, financial dynamics (margin pressure, value-based care, payer mix), and regulatory environment.
• Understanding of health IT landscape — EHR platforms (Epic, Oracle Health/Cerner, MEDITECH), clinical systems, data interoperability (FHIR/HL7), and infrastructure modernization patterns.
• Experience with cloud technologies, AI/ML, and digital transformation programs in healthcare — ability to articulate how technology drives clinical and operational outcomes.
• Track record selling into complex, matrixed healthcare organizations with long sales cycles and multiple decision-makers.
• Executive presence and communication skills — comfortable presenting to boards, clinical leadership teams, and technical audiences alike.
• Experience working in matrixed sales organizations with cross-functional GTM motions (SAs, specialists, partners, ProServe).
• MBA, MHA, or advanced degree in a relevant field.
• Familiarity with AWS services or competing cloud platforms.