As our Partner First Scale Account Executive, you will focus exclusively on co-selling AWS solutions with the AWS Cloud Sales Center (CSC) team in the DC market. This is a specialized role targeting SMB customers through AWS's strategic Partner First Scale motion - a co-sell approach where Account Executives work directly with AWS CSC representatives to drive joint opportunities.
Primary Responsibilities:
Partnership & Co-Selling
· Build and maintain strategic relationships with AWS CSC (Cloud Sales Center) representatives in the DC + Seattle market
o In AWS DC or Seattle Market offices 4 days a week
· Execute joint sales calls and presentations with AWS CSC team members
· Collaborate on opportunity development, qualification, and closing with CSC partners
· Participate in AWS CSC team meetings, training sessions, and strategic planning
Sales Execution
· Drive $1.5M+ in annual AWS launched ARR through CSC partnerships
· Achieve 40% realization rate on launched opportunities within 3 months
· Generate minimum of 2 Partner Originated Opportunities per launched deal
· Work closely with Channel Representatives who will provide lead generation and initial qualification support
· Manage full sales cycle from qualification through contract execution for accounts
Territory Management
· Focus exclusively on SMB (Small-Medium Business) customers in the DC/East Coast market
· Develop territory plans aligned with CSC priorities and customer segments
· Maintain accurate pipeline reporting and forecasting in Salesforce/ACE
· Coordinate with internal technical teams for solution development and delivery
Customer Engagement
· Conduct discovery sessions to understand customer business challenges and AWS adoption needs
· Present AWS migration, modernization, and AI solutions to C-level executives
· Manage complex sales cycles typically ranging from 3-6 months
· Ensure exceptional customer experience throughout the sales process
Required Experience for the Role:
· Preferred Bachelor’s degree in Business, Marketing, or related field
· 3+ years of experience in technology sales, preferably in cloud services or SaaS
· Demonstrated success in building and managing partner relationships
· Strong understanding of AWS services and partner ecosystem
· Excellent communication, presentation, and negotiation skills
· Ability to understand technical concepts and translate them into business value
· Experience with CRM systems (Salesforce preferred)
Preferred Experience for the Role:
· AWS Certification(s)
· Experience selling cloud migration, AI solutions, or managed services
· Prior experience at an AWS Partner organization
· Established relationships within the AWS partner network
· MBA or other advanced degree
