HCLS Principal Account Executive, US HCLS Payors , Global HCLS

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 UHG 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.

Basic qualifications

- 7+ years of enterprise technology sales or strategic account management experience, with at least 3 years managing complex, multi-stakeholder accounts with annual revenue exceeding $20M.

- 5+ years of experience selling into the healthcare, health insurance, or managed care industry with demonstrated knowledge of Payor business models, regulatory landscape, and technology priorities.

- Demonstrated experience leading, coaching, or coordinating a team of account executives or sales professionals in a matrixed environment - formal management experience or pod/team lead accountability.

- Proven track record of building and maintaining C-level relationships (CIO, CTO, CDO, CFO) and influencing enterprise technology strategy at Fortune 500 organizations.

- Experience leading complex, multi-year enterprise agreements and consumption-based commercial models.

- Demonstrated ability to develop and execute strategic account plans that drive year-over-year revenue growth.

- Experience orchestrating cross-functional teams (Technical, Sales Specialists, Professional Services, Partners) to deliver customer outcomes.

- Bachelor's degree or equivalent professional experience.

Preferred qualifications

- 10+ years of Healthcare account experience with progressively increasing scope and team responsibility.

- Direct experience with large, diversified managed care organizations and their technology organizations.

- Track record of developing and retaining high-performing sales talent - mentoring AEs, running pipeline reviews, and driving team accountability.

- Experience positioning cloud-native architectures, data platforms, and AI/ML solutions to address healthcare Payor challenges (care management, utilization management, network optimization, member engagement).

- Knowledge of healthcare compliance and security frameworks including HIPAA, HITRUST, SOC 2, and FedRAMP (for government programs).

- Experience with Private Pricing programs, committed spend agreements, and multi-year cloud financial planning.

- Track record of landing and expanding AI and advanced analytics initiatives within large healthcare enterprises.

- Experience navigating M&A-driven IT integration scenarios and positioning cloud as an accelerant for post-merger technology consolidation.

- Strong operational rigor: pipeline management, forecasting accuracy, CRM discipline, and written communication skills aligned to a high-accountability sales culture.

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, MN, Minneapolis - 170,000.00 - 230,000.00 USD annually