Sr. Account Manager, HCLS

Lead a team. Carry a territory. Shape how AWS runs the scale business across Healthcare & Life Sciences. This is a player-coach role—equal parts selling and leading—where you own outcomes on both sides.
You'll manage a team of 4–5 L4/L5 sellers covering ~150 scale accounts across the five HCLS sub-industries: Bio/Diagnostics, MedTech/Devices, HealthTechs, Payors, and Providers. At the same time, you'll carry your own book of 20–30+ scale accounts (≤$1.5M account ARR), running your territory with the same rigor and ownership you expect from your team. This isn't a "pick one" role—it's both, and the people who thrive here are the ones who can shift between coaching a rep on a deal and closing their own in the same afternoon.
Day to day, you're building sellers, building pipeline, and building the playbook. On the leadership side, that means running team meetings, 1x1s, shadow selling, deal coaching, and escalation management. You're also the orchestrator for the extended OneTeam—coordinating SAs, CSMs, partners, and specialists across your team's accounts so the right expertise shows up at the right time. On the selling side, you're doing the work: engaging customers, developing account plans, driving deals, and delivering against your own number. The scale motion is fundamentally different from enterprise engaged selling—it's about driving plays across volume rather than going deep on a handful of named accounts.
What makes this role different from a pure team lead or a pure seller: you're expected to be a thought leader for the scale business. That means working closely with sub-industry leaders, GTM teams, and greenfield motions to develop and execute campaigns and sales plays—both horizontal (migrations, modernizations) and vertical (sub-industry-specific). You'll shape how scale accounts are identified, incubated, and graduated. Leadership will look to you to define what "good" looks like for the scale motion across WWPS.
This is a high-autonomy, high-accountability role. You own the team's quota and goal attainment. You own your personal number. And you own the strategy for how the scale business grows. If you want to lead from the front, build something, and have real impact on both people and customers—this is it.


Key job responsibilities
Team Leadership & OneTeam Coordination
• Lead, coach, and develop a team of 4–5 L4/L5 account managers covering ~150 scale accounts across HCLS sub-industries
• Run structured team cadences—team meetings, 1x1s, pipeline reviews, and deal coaching sessions
• Shadow sell alongside reps to model best practices, accelerate deals, and develop selling skills
• Manage escalations and remove blockers for the team across customer and internal stakeholders
• Orchestrate the extended OneTeam (SAs, CSMs, TAMs, partners, specialists, ProServe) to ensure coordinated coverage and the right expertise on the right opportunities
• Drive accountability across the team for pipeline quality, forecast accuracy, and CRM hygiene
• Own team-level quota and goal attainment; translate targets into actionable plans for each seller
Campaign & Sales Play Development and Execution
• Partner with sub-industry leaders, GTM teams, and greenfield (GF) teams to identify, adopt, and execute sales plays across the scale account base
• Develop and drive both horizontal/IT plays (migrations, modernizations, cost optimization) and LOB/sub-industry-specific plays (e.g., genomics, clinical, real-world data, connected devices, claims analytics)
• Tailor campaigns to targeted account segments and measure effectiveness; iterate based on results
• Ensure plays are operationalized—not just designed—with clear account targeting, talk tracks, and execution timelines
Personal Territory Ownership (Player)
• Own a territory of 20–30+ scale accounts (≤$1.5M account ARR) across Bio/Diagnostics, MedTech/Devices, HealthTechs, Payors, and Providers
• Build and execute account plans aligned to customer priorities across R&D, clinical, commercial, and IT
• Develop and manage a high-quality personal pipeline; drive deals from early stage through close
• Engage C-level and senior stakeholders; become a trusted advisor on cloud, data, and AI strategy
• Identify where customers are stuck—data silos, legacy systems, regulatory friction—and map to AWS solutions that solve real problems
• Negotiate and structure complex agreements (e.g., EDP/PPA)
• Drive adoption and expansion of AWS services with a focus on measurable business outcomes
• Partner with ISVs and ecosystem players to accelerate customer outcomes
Strategy & Thought Leadership for Scale Business
• Serve as the go-to voice on how the HCLS scale business should operate and evolve across WWPS
• Work closely with greenfield sales motions to understand graduation criteria, incubation approaches, and account lifecycle management
• Define and refine the scale selling motion—campaign-driven, play-based execution across volume—as distinct from the enterprise engaged model
• Provide data-driven recommendations on account segmentation, territory design, and resource allocation for scale accounts
• Share best practices, wins, and lessons learned across the broader HCLS and WWPS organization
• Identify patterns across scale accounts to inform product feedback, marketing campaigns, and investment priorities


A day in the life
• Run a team pipeline review—inspect deals, coach on next steps, unblock stalled opportunities
• Hold a 1x1 with a developing rep; shadow their customer call and debrief afterward
• Jump into your own customer meeting—an enterprise healthtech evaluating AI/ML for claims optimization
• Coordinate with SAs and a partner to build a joint proposal for one of your team's MedTech accounts
• Review and refine a migration sales play with the GTM team; map target accounts and assign execution owners
• Engage a C-level exec at a diagnostics company on their data platform modernization strategy
• Prepare forecast updates and deal narratives for leadership review
• Connect with greenfield leadership on graduation criteria and incubation pipeline handoffs
• Drive a deal through contracting—negotiate terms, align internal approvals
• End the day reviewing CRM hygiene across the team and prepping for tomorrow's customer briefing


About the team
The Healthcare & Life Sciences team partners with organizations across five sub-industries—Bio/Diagnostics, MedTech/Devices, HealthTechs, Payors, and Providers—to accelerate how care is delivered, therapies are developed, and data is turned into decisions. The mission is simple: help customers move faster and make better decisions using cloud, data, and AI.
The scale segment is a critical growth engine—covering the long tail of high-potential HCLS accounts (≤$1.5M account ARR) that require a fundamentally different motion than enterprise engaged accounts. Where enterprise engaged sellers go deep on a few strategic accounts, the scale team drives plays across volume—executing campaigns, running repeatable motions, and covering more ground with a lean, focused team. The team is building that playbook in real time: how to identify, incubate, and graduate accounts; how to run effective campaigns at scale; and how to deliver results.
The culture is high ownership, low ego. People step in where needed, challenge each other, and stay focused on outcomes. The team operates with urgency, values clear thinking, and rewards those who take initiative. It's collaborative, fast-paced, and built for people who want to lead from the front and have real impact.
- Experience engaging and influencing C-level executives, both business and technical
- Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
- Experience selling AI/ML solutions
- 7+ years of sales or sales management in infrastructure or cloud technology experience
- Experience in team leadership
- 2+ years of exceeding quota and key performance metrics experience
- • 7+ years of sales or business development experience in infrastructure, cloud, or enterprise technology
- • Experience leading others—formal management, team lead roles, or demonstrated informal leadership (e.g., mentoring peers, running deal teams, leading cross-functional initiatives) with a desire to step into a more formal leadership role
- • Demonstrated ability to carry a personal quota while simultaneously driving team outcomes
- • Experience with scale or velocity sales motions—campaign-driven selling across volume, territory management, and account segmentation (as distinct from enterprise engaged models) - Bachelor's degree, or MBA in business, data science, public administration, finance, engineering, human resources or related field
- 2+ years of solving problems with technology in the Healthcare/Life Sciences Industry experience
- Experience with IT compliance and risk management requirements (e.g. security, privacy, SOX, HIPAA etc.)
- Experience in managing teams
- Domain expertise across multiple HCLS sub-industries (e.g., Bio/Diagnostics, MedTech/Devices, HealthTechs, Payors, Providers)

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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, IL, Chicago - 142,800.00 - 193,200.00 USD annually
USA, NY, New York City - 157,100.00 - 212,600.00 USD annually
USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually