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

DESCRIPTION

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, 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

• 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
• Bachelor's 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

PREFERRED QUALIFICATIONS

• AWS Associate level certification, or Bachelor's 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 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, TX, Austin - 92,400.00 - 160,000.00 USD annually
USA, VA, Arlington - 92,400.00 - 160,000.00 USD annually