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. This 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

• Lead, hire, develop, and inspire a team of Account Executives, customizing your leadership approach to maximize the potential and output of each individual team member
• 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
• Lead cross-functional collaboration across Solutions Architects, Specialists, Partners, and Professional Services to bring the right expertise to each opportunity
• 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
• Be accountable for team revenue attainment, customer satisfaction, talent development, and long-term relationship health across the district

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
• 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
• Experience developing, negotiating, and executing complex, multi-year business agreements
• 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