[EDGE] AWS Mid-Market Hunter Sales Executive

Overview

In this role you drive new business for Accenture Edge for AWS in mid-market firms up to $3B, owning net-new pipeline and closing first-time customer wins. You work closely with AWS and internal teams to shape and sell AWS-led transformation solutions. You operate with startup-like urgency in a fast-growing unit, building repeatable demand motions and delivering quota-attainment. This is a high-visibility, partner-driven role that shapes the edge AWS offering for mid-market customers.

Responsibilities

• Generate net-new quota attainment for new-logo opportunities and whitespace accounts up to $3B revenue
• Build pipeline through direct prospecting, AWS referrals, ACE opportunities, marketing campaigns, Storefront and partner referrals
• Engage executives (CEOs, CIOs, CTOs, CFOs) to position Accenture Edge for AWS as a transformation partner
• Activate AWS ecosystem relationships with AWS sellers, solution architects, and marketplace teams to identify joint opportunities
• Sell productized AWS offerings across migration, modernization, managed services, data/AI, and related solutions
• Own account and opportunity plans, qualification, next steps, stakeholder mapping, forecast inputs, and close plans
• Collaborate with internal teams (solutioning, delivery, alliance, marketing, finance, legal, client success) to craft proposals and smooth handoffs
• Represent the Edge growth model and communicate its value as a faster, simpler AWS services option for mid-market customers

Key requirements

• 8–15 years in tech services sales, cloud services, consulting, SIs, managed services, or digital transformation
• 3+ years hunting net-new logos and opening whitespace with at least 10 qualified opportunities annually
• 2+ years selling to mid-market up to $3B revenue
• 2+ years AWS services, co-sell, Marketplace, ACE opportunity management, or partner-led selling
• Track record of meeting/exceeding quota at 100%+ for 2+ consecutive years
• Experience carrying annual quota of $8–$15M in bookings/revenue
• Ability to build 3x annual quota pipeline
• Experience advancing 5+ cloud/digital transformation or SI opportunities from qualification to close
• Experience collaborating with at least 3 internal functions to create proposals and close deals
• Experience generating $24–$45M in qualified annual pipeline aligned to $8–$15M quota
• Experience creating 20–30 qualified new-logo/whitespace opportunities per year
• 40–60 executive meetings annually with C-level and business-unit leaders
• Forecast accuracy within 15% for committed quarterly opportunities
• 10–15 AWS co-sell/ACE/marketplace/partner-referred opportunities annually

• strong communication and negotiation skills
• executive relationship building
• high energy and startup-like urgency
• AWS services and AWS-led transformation
• AWS co-sell processes
• AWS Marketplace and ACE opportunity management

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