Senior Sales Leader, Payors, Healthcare and Life Sciences
About the role
AWS is seeking a Senior Sales Leader to lead our US Healthcare and Life Sciences (HCLS) Payors team. The role involves building, leading, and developing a high-performing team of Senior Account Executives responsible for driving AWS adoption across enterprise commercial health plans, Blue Cross Blue Shield organizations, managed care organizations, and other payor entities.
Responsibilities
Set and execute the overall strategic direction for the US Payors district, driving revenue growth, market penetration, and customer adoption across enterprise payor accounts.
Develop and execute against a comprehensive district strategy covering 15 to 25 enterprise payor customers, consistently delivering on quarterly and annual revenue targets.
Build and maintain C-level and senior executive relationships across key payor accounts; serve as a trusted advisor on cloud, data, and AI strategy for healthcare coverage organizations.
Coach your team on building and executing account plans aligned to customer priorities across claims operations, member experience, population health, and regulatory compliance.
Drive operational excellence in pipeline management, forecasting accuracy, and deal inspection through disciplined use of CRM and sales tools.
Identify transformational opportunities including migrations, modernizations, GenAI and ML workloads, and data platform initiatives that create measurable business outcomes for payor customers.
Guide your team through complex, multi-year agreement negotiations (for example, EDP and PPA structures).
Partner with ISVs and ecosystem players to accelerate customer outcomes and extend market reach.
Stay current on payor industry trends — value-based care, interoperability mandates, AI-driven utilization management, CMS regulatory shifts, and member experience innovation — and translate these into team strategy and customer conversations.
Represent AWS at industry events, executive briefings, and customer advisory boards within the healthcare payor ecosystem.
Qualifications
Experience in management of large, complex enterprise accounts or equivalent.
Experience engaging and influencing C-level executives, both business and technical.
5+ years of sales team management experience.
10+ years of technology related sales, business development or equivalent experience.
Preferred Qualifications
5+ years of solving problems with technology in the Healthcare and Life Sciences industry, with specific experience in the payor and health plan segment.
Experience building and scaling sales teams in a high-growth, fast-paced environment.
Track record of exceeding team revenue targets and developing top-performing sales talent.
Experience with AI and ML technologies and their application to healthcare use cases.
Knowledge of payor industry dynamics including claims modernization, value-based care, interoperability, CMS regulatory requirements, and member experience transformation.
Experience with the AWS platform, cloud services, or related technologies.
Experience selling to or partnering with enterprise health plans, Blue Cross Blue Shield organizations, or managed care organizations.