HCLS Principal Account Executive, US HCLS Payors , Global HCLS

Amazon • Minneapolis, MN, US • 1m ago

Amazon Web Services (AWS) is seeking an experienced Principal Account Executive to lead the strategic relationship with one of the world's largest managed care and health services enterprises. This is not a standard individual contributor role — it is an account team leadership position accountable for orchestrating a multi-AE pod, driving executive-level engagement across the C-suite, and building a multi-year transformation roadmap spanning cloud migration, data modernization, and AI/ML adoption.
The Account Lead serves as the single-threaded owner for one of AWS's largest and most strategic Payor relationships. You will lead, mentor, and coordinate a team of account executives and cross-functional specialists, ensuring unified execution across the customer's business units. The ideal candidate combines deep healthcare industry knowledge with complex enterprise sales leadership, a track record of managing large-scale revenue relationships, and the ability to develop and retain top talent on a high-performing account team.

Key job responsibilities
Account Team Leadership
• Lead and develop a pod of 2-3 account executives covering multiple business units within a large managed care enterprise. Set priorities, remove blockers, and ensure consistent execution across the team.
• Serve as the single-threaded leader accountable for revenue, consumption growth, and customer satisfaction across the full portfolio.
• Establish team operating rhythm: pipeline reviews, deal strategy sessions, forecast calls, and weekly syncs to maintain accountability and momentum.
• Coach and mentor AEs on executive engagement, deal strategy, and career development. Build a succession-ready team.
• Serve as the single-threaded leader accountable for revenue, consumption growth, and customer satisfaction across the full account portfolio.
Strategic Account Management
• Develop and execute a comprehensive account plan that aligns AWS capabilities to the customer's strategic priorities including claims modernization, member experience, provider engagement, and population health analytics.
• Build and maintain executive relationships at the CIO, CTO, CDO, CISO, and business unit president level. Establish regular cadence of strategic business reviews and innovation sessions.
• Own the strategic commercial relationship end-to-end: ramp compliance, consumption tracking, renewal strategy, and executive governance.
• Identify and qualify large-scale transformation opportunities ($10M+) across infrastructure modernization, data lake/analytics, AI/ML, and generative AI use cases.
Cross-Functional Orchestration
• Orchestrate cross-functional AWS teams (Solutions Architects, Specialist Sales, Professional Services, Partners, Support) to deliver against customer outcomes and drive workload migration.
• Navigate complex procurement environments including Enterprise Agreements, Private Pricing commitments, and multi-year strategic opportunities. Own forecasting accuracy and pipeline hygiene across the team.
• Partner with the customer to define cloud governance, security, and compliance frameworks aligned to HIPAA, HITRUST, and state regulatory requirements.
• Represent the voice of the customer back into AWS Product and Engineering teams through PFRs and executive escalation paths.
• Travel up to 40% to customer sites (Minneapolis metro area) and AWS events as needed.

A day in the life
No two days look identical, but the constants are: you are the strategic quarterback for everything AWS does with this customer, you set the pace for your team, and you own the outcome. Mornings might start with a team pipeline standup before pivoting to a C-suite executive business review. Afternoons could involve coaching an AE through a complex deal strategy, then jumping on a call with ProServe to unblock a migration workstream. You move fluidly between leadership, executive conversations, and technical execution — and you hold yourself and your team to the same high bar.

About the team
The Payor subsegment of AWS's Healthcare and Life Sciences (HCLS) team manages the most strategic Payor relationships in the AWS portfolio. Each account team operates as a small, agile pod backed by the full depth of AWS, partnering with C-suite executives to build multi-year cloud transformation roadmaps. The culture rewards ownership, intellectual curiosity, and the ability to simplify complexity for senior audiences.

Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.