Senior Account Executive, Enterprise New Business, AWS Enterprise Greenfield

AI in this role

Builds AWS enterprise presence and promotes cloud and AI portfolios in new greenfield accounts.

aws

enterprise-salesb2bcloud-computing

As an Enterprise Account Manager in our Greenfield segment, you will build AWS's presence from zero in strategic accounts with no prior cloud relationship, no incumbent workloads, and often no executive sponsorship. Every outcome - from first meeting to signed deal - must be built from scratch.

You will define account strategies where no playbook exists, establish executive-level relevance with C-level leaders who have no existing loyalty to AWS, and orchestrate cross-functional teams (Solutions Architecture, ProServe, Partners, Specialist) around a unified customer vision. Your daily work demands navigating ambiguity without guardrails, managing long sales cycles with uncertain outcomes, and making strategic trade-offs between near-term pipeline and long-term positioning.

This role goes beyond individual account revenue. You will shape how AWS establishes credibility and land-and-expand motions in accounts with no prior relationship - driving digital transformations through effective engagement with C-level executives, IT leaders, and lines of business. You are establishing Amazon Web Services as the key AI and cloud technology provider, promoting the entire AWS products and services portfolio to Enterprise Customers.

Do you look around corners for ways to engage and service customers? Are you passionate about using technology to solve business problems that have big customer impact?

Come build the future with us.

Key job responsibilities
• Build strategic relevance from zero in accounts with no AWS presence - creating engagement where none existed.
• Define and execute comprehensive account strategies, go-to-market motions, and partner engagement models in the absence of precedent.
• Orchestrate cross-functional teams (Sales, ProServe, Partners, Specialist) and external stakeholders - aligning organizations that don't share the same priorities or timelines.
• Engage and influence C-level executives, business decision-makers, and IT leaders.
• Drive complex, multi-product deals requiring coordination across AWS services, multiple partners, and business units.
• Maintain a robust projects pipeline across accounts at different maturity stages - from first conversation to signed Landing Zone.
• Expect moderate travel.

A day in the life
The Enterprise Greenfield team in Europe North builds and expands cloud relationships with major enterprises for this role across Finland and the Baltics. Team members operate like startup founders - defining strategy, building C-level relationships, and assembling cross-functional teams to deliver customer outcomes. In this team, best practices are shared openly, joint go-to-market motions are built with partners from global system integrators to cloud-native consultancies, and everyone invests in each other's growth. If you thrive in ambiguity and get energy from building - this team is for you.

Basic qualifications

- Experience selling cloud solutions
- Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
- Experience identifying, developing, negotiating, and closing large-scale technology deals
- Experience building and managing a healthy sales pipeline focused on driving revenue, adoption, and market penetration
- Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals
- Speak, write, and read fluently in English, and Finnish
- - Experience selling cloud solutions
- - Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
- - Experience identifying, developing, negotiating, and closing large-scale technology deals
- - Experience building and managing a healthy sales pipeline focused on driving revenue, adoption, and market penetration
- - Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals
- - Speak, write, and read fluently in English, and Finnish

Preferred qualifications

- Experience working with cross-functional teams across business development, marketing, operations, product development, legal, etc.
- Experience selling cloud solutions at a software company or equivalent
- Experience (technical or educational) in Engineering or Computer Science

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy_page) to know more about how we collect, use and transfer the personal data of our candidates.

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.

How we rate this

Senior Account Executive, Enterprise New Business, AWS Enterprise Greenfield at Amazon rates 20 out of 100 for how much of the daily work is AI. That makes it Little AI (AI Level 1 of 4). The level is about AI in the job, not seniority.

Classification

Little AI. AI is not part of the work.

●●●● Builds AI80 to 100
●●●○ Works on AI60 to 79
●●○○ Uses AI40 to 59
●○○○ Little AI0 to 39

Levels come from how often the tools, models and workflows of the role are named in the posting itself. Open the description and count.

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Enterprise SalesB2bCloud ComputingAWS

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