AWS Edge Mid-Market Portfolio Sales Leader

Responsibilities: Define and execute the hunting strategy for Accenture Edge for AWS focusing on net-new logo acquisition and growth in mid-market accounts Recruit, coach, and lead a quota-carrying hunting team responsible for creating demand and building pipeline Foster AWS co-sell and ACE discipline with AWS and partner cohorts to identify and close joint opportunities Lead sales motions for AWS offerings (migration, modernization, managed services, FinOps, data/AI, etc.) Develop relationships with C-suite and senior business/tech leaders to position Accenture Edge as a preferred AWS transformation partner Own pipeline quality, forecast accuracy, and sales cadence across multiple opportunity sources Scale demand generation with marketing, AWS, and internal teams to convert campaigns into qualified pursuits Coordinate cross-functional interlocks across Edge, Navisite, NeuraFlash, delivery, solutioning, and client success teams Sponsor executive-level pursuits and oversee complex negotiations through closure Establish quota, pipeline reviews, AWS inspection rhythm, win/loss analysis, and QBR cadence to drive continuous improvement Aim for qualified annual pipeline of $300M–$450M aligned to a $100M–$150M quota Maintain forecast accuracy within 10% for quarterly bookings; improve win rates to 25–35%

Key requirements: 8+ years in technology services sales, cloud/digital transformation, or hyperscaler partner growth 5+ years leading quota-carrying hunting sales teams focused on net-new acquisition 3+ years direct AWS ecosystem sales, alliance, co-sell, ACE, or Marketplace experience Experience leading mid-market sales for accounts up to $3B with multiple net-new wins 5+ years meeting or exceeding quotas with $100M–$150M annual responsibility for at least 3 years Experience leading 8–12 quota-carrying sellers across multiple markets/territories Bachelor's degree or equivalent (minimum 12 years)

Preferred: 3x pipeline coverage; leading 10+ complex cloud/digital transformations; cross-functional collaboration Experience driving 50+ AWS co-sell/ACE/Marketplace opportunities annually Deep understanding of AWS ecosystem, co-sell programs, partner funding, and ACE/Marketplace dynamics Strong executive presence and negotiation skills Startup-like urgency within a large professional services firm Executive presence Collaborative leadership Strategic storytelling with C-suite audiences AWS ecosystem knowledge AWS co-sell and ACE motions AWS Marketplace and partner dynamics