Principal Sales Executive, Healthcare Providers East

This is not a transactional sales role. You will be the single-threaded owner for your accounts — the executive relationship holder, the deal strategist, and the person who connects the dots between a health system's biggest challenges and AWS's broadest set of cloud, AI, and purpose-built healthcare capabilities. You'll work backwards from customer outcomes to craft solutions that span cloud migration, application modernization, data & analytics, and AI/GenAI — partnering with Solutions Architects, Specialist Sales teams, Professional Services, and Partners to bring transformational programs to life.

Healthcare providers are navigating an unprecedented environment — margin compression, workforce shortages, regulatory complexity, and rapidly rising patient expectations. At the same time, AI is moving from pilot to production across clinical documentation, operational automation, clinical decision support, and patient engagement. AWS is uniquely positioned with purpose-built services like Amazon Connect Health, Amazon HealthLake, and Amazon Bedrock to help health systems modernize and innovate at the pace their patients and clinicians demand. You'll be the tip of the spear for that transformation.

Key job responsibilities
- Develop and execute long-term account plans for named health systems, academic medical centers, and integrated delivery networks. Drive revenue growth, expand services adoption, and deepen customer relationships year over year.

- Build and maintain C-suite relationships — Serve as a trusted advisor to CIOs, CMIOs, CDOs, CFOs, and COOs. Understand their strategic priorities — from EHR optimization to AI-driven clinical workflows — and connect them to AWS capabilities that deliver measurable business and clinical outcomes.

- Drive complex, multi-stakeholder deals** — Lead full-cycle sales motions from discovery through negotiation and close. Structure multi-year, multi-service engagements with clear business cases, navigating procurement, legal, compliance, and clinical stakeholders.

- Develop and execute account-level GTM strategies — Identify and prioritize opportunities across AI/Agentic AI, cloud migration, application modernization, data & analytics, and operational efficiency. Build compelling narratives that connect technology to patient outcomes and financial performance.

- Orchestrate cross-functional teams** — Quarterback Solutions Architecture, Specialist Sales (AI/ML, Security, Analytics, Connect Health), Professional Services, Partner Development, and Marketing resources to deliver comprehensive solutions for your customers.

- Maintain operational rigor — Manage pipeline with discipline — accurate forecasting, SFDC hygiene, stage progression, and early risk identification. Deliver against quarterly and annual revenue targets consistently.

- Represent AWS in the healthcare ecosystem — Engage at industry events (HIMSS, HLTH, ViVE, Becker's), contribute to customer-facing thought leadership, and build a personal brand as a trusted voice in health IT innovation.

A day in the life



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.
- Proven track record of consistently meeting or exceeding $10M+ annual revenue targets in complex, consultative enterprise sales environments
- Experience managing full sales cycles — from pipeline generation and qualification through negotiation and close — with deal sizes of $1M+
- Demonstrated ability to build and maintain executive-level relationships (CIO, CMIO, CFO) at large, complex organizations
- Strong operational discipline — pipeline management, forecasting accuracy, CRM (Salesforce)
- Bachelor's degree or equivalent experience - Deep knowledge of healthcare provider business models, financial dynamics (margin pressure, value-based care, payer mix), and regulatory environment
- Understanding of health IT landscape — EHR platforms (Epic, Oracle Health/Cerner, MEDITECH), clinical systems, data interoperability (FHIR/HL7), and infrastructure modernization patterns
- Experience with cloud technologies, AI/ML, and digital transformation programs in healthcare — ability to articulate how technology drives clinical and operational outcomes
- Track record selling into complex, matrixed healthcare organizations with long sales cycles and multiple decision-makers
- Executive presence and communication skills — comfortable presenting to boards, clinical leadership teams, and technical audiences alike
- Experience working in matrixed sales organizations with cross-functional GTM motions (SAs, specialists, partners, ProServe)
- MBA, MHA, or advanced degree in a relevant field
- Familiarity with AWS services or competing cloud platforms

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, MA, Boston - 170,000.00 - 230,000.00 USD annually
USA, NJ, Jersey City - 187,000.00 - 252,900.00 USD annually
USA, NY, New York - 187,000.00 - 252,900.00 USD annually
USA, PA, Pittsburgh - 170,000.00 - 230,000.00 USD annually