Account Executive, AWS Nonprofits – SMB Engaged , AWS WWPS Nonprofits

Would you like to own driving revenue and customer engagements for a leader in the Cloud Computing business Would you like to be part of a rapidly growing team focused on increasing adoption of Amazon Web Services (AWS) by engaging with nonprofit organizations that are expanding their use of cloud computing Do you have the business savvy sales experience and technical background necessary to help further establish Amazon as a leading cloud platform provider for mission-driven organizations
As an Account Executive on the Nonprofit (NPO) team within Amazon Web Services (AWS) Worldwide Public Sector (WWPS) you will drive expanded AWS adoption across a portfolio of small to mid-size nonprofit organizations that have already begun their cloud journey. You will own the full sales cycle from identifying expansion opportunities through close helping nonprofit organizations deepen their use of AWS services to increase operational efficiency scale their missions and unlock new capabilities through cloud and AI.
This role requires a hunter mentality combined with a consultative sales approach. You will work within a small fast-paced team leveraging the AWS Partner Network (APN) and engaging directly with nonprofit organizations to drive workload expansion service adoption and revenue growth across your territory. You will develop novel approaches for reaching and engaging customers at scale using data-driven territory management to prioritize high-potential accounts across a large book of business.
You will engage customers face-to-face and via teleconference interacting at the CXO level in strategic accounts. The ideal candidate possesses both business acumen to drive executive-level engagements and technical knowledge to interact effectively with software developers and architects.
This position requires working from the local office when not at customer sites.


Key job responsibilities
Sales Execution
Own the full sales cycle from opportunity identification through close for expansion and new workload opportunities
Prospect and qualify new workload opportunities within existing accounts that have crossed the AWS engagement threshold
Meet or exceed quarterly revenue targets while maintaining robust pipeline coverage
Maintain accurate sales forecasts and pipeline reporting in Salesforce
Leverage data-driven territory management to prioritize outreach and identify high-potential prospects across a large territory
Customer Engagement
Develop and execute territory plans to maximize cloud adoption and revenue growth across small to mid-size nonprofit organizations
Translate cloud and AI capabilities into mission-relevant use cases for nonprofit organizations
Build relationships across customer organizations including C-level executives (CEO CTO CIO) engineering IT/operations and procurement
Conduct discovery calls to understand organizational missions technical environments and growth opportunities
Drive in-person customer meetings quarterly business reviews and executive engagements to accelerate deal velocity and deepen relationships
Nonprofit Sector Expertise
Navigate nonprofit procurement processes including grant-funded purchasing board approvals and fiscal year buying cycles
Structure deals that align with nonprofit operating models including grant-funded and budget-constrained environments
Apply knowledge of nonprofit-specific AWS programs to accelerate customer adoption and drive pipeline
Develop understanding of the nonprofit technology landscape including common challenges around funding constraints digital transformation and capacity building
Collaboration & Partner Engagement
Partner with solutions architects and internal stakeholders to accelerate deal velocity and deliver compelling technical solutions
Collaborate extensively with the AWS Partner Network including systems integrators resellers and nonprofit-competency partners to drive customer success and extend market reach
Coordinate with ProServe Marketing and Customer Success Managers to support customer outcomes and grow accounts post-launch


A day in the life
You will balance expanding adoption within engaged accounts with identifying new workload opportunities across your territory. You will spend time analyzing account data to prioritize outreach conducting discovery calls to understand nonprofit missions and technical challenges and crafting proposals that connect AWS capabilities to mission outcomes. You will navigate nonprofit procurement processes coordinate with partners and internal teams and drive deals from qualified through close. You will maintain your pipeline in Salesforce forecast accurately and participate in weekly forecast calls monthly business reviews and top deal inspections. This role requires strategic thinking at scale a bias for action and the autonomy to innovate your approach to driving cloud adoption across a diverse portfolio of mission-driven organizations.

About the team
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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.

Why AWS
Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats 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
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Work/Life Balance
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- 5 years of full sales cycle technology sales or equivalent business development sales engineering/consulting or equivalent experience
- Bachelors degree or equivalent
- Experience in generating new opportunities with strong focus on pipeline tracking and deal execution through entire sales cycle
- MBA or experience with sales CRM tools such as Salesforce or similar software

- AWS Associate level certification or Bachelors degree in business administration finance economics computer science data science engineering or other related field
- Experience selling cloud solutions at a software company or equivalent
- Experience driving new business in greenfield accounts at the C-suite level or equivalent
- Experience in enterprise software
- Experience developing and executing sales strategies tactics plans processes systems and programs
- Experience working with partners through account product or program management and business development engagements
- Experience managing large amounts of data

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 for more information. If the country/region youre applying in isnt 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 TX Austin - 92400.00 - 160000.00 USD annually
USA VA Arlington - 92400.00 - 160000.00 USD annually