The posting
Are you a proven sales leader who thrives at the intersection of cloud innovation and healthcare transformation? Amazon Web Services (AWS) is seeking a Senior Sales Leader to lead our US Healthcare and Life Sciences (HCLS) Payors team. In this role, you will build, lead, and develop a high-performing team of Senior Account Executives responsible for driving AWS adoption across enterprise commercial health plans, Blue Cross Blue Shield organizations, managed care organizations, and other payor entities that are transforming how healthcare coverage is delivered to millions of Americans.
As the leader of the US Payors team, you will set the strategic direction for one of the most consequential customer segments in healthcare — organizations that sit at the center of claims modernization, member experience, population health, and the shift to value-based care. You will be responsible for revenue growth, team development, and long-term customer success across a defined district of enterprise payor accounts.
This is not a role for someone who wants to manage from the sidelines. You will operate as a business leader — setting strategy, coaching your team through complex deal cycles, engaging directly with C-level executives at major health plans, and driving operational rigor across pipeline, forecasting, and execution. The problems your team will solve are complex and meaningful: breaking down data silos, modernizing legacy core systems, streamlining claims processing, improving member engagement, and unlocking the value of payor data with AI and ML. People who succeed in this role know how to build trust quickly, navigate ambiguity, develop talent, and push things forward with high autonomy and high accountability.
Key job responsibilities • Lead, hire, develop, and inspire a team of Account Executives, customizing your leadership approach to maximize the potential and output of each individual team member • Set and execute the overall strategic direction for the US Payors district, driving revenue growth, market penetration, and customer adoption across enterprise payor accounts • Develop and execute against a comprehensive district strategy covering 15 to 25 enterprise payor customers, consistently delivering on quarterly and annual revenue targets • Build and maintain C-level and senior executive relationships across key payor accounts; serve as a trusted advisor on cloud, data, and AI strategy for healthcare coverage organizations • Coach your team on building and executing account plans aligned to customer priorities across claims operations, member experience, population health, and regulatory compliance • Drive operational excellence in pipeline management, forecasting accuracy, and deal inspection through disciplined use of CRM and sales tools • Identify transformational opportunities including migrations, modernizations, GenAI and ML workloads, and data platform initiatives that create measurable business outcomes for payor customers • Lead cross-functional collaboration across Solutions Architects, Specialists, Partners, and Professional Services to bring the right expertise to each opportunity • Guide your team through complex, multi-year agreement negotiations (for example, EDP and PPA structures) • Partner with ISVs and ecosystem players to accelerate customer outcomes and extend market reach • Stay current on payor industry trends — value-based care, interoperability mandates, AI-driven utilization management, CMS regulatory shifts, and member experience innovation — and translate these into team strategy and customer conversations • Represent AWS at industry events, executive briefings, and customer advisory boards within the healthcare payor ecosystem • Be accountable for team revenue attainment, customer satisfaction, talent development, and long-term relationship health across the district
A day in the life Day to day, you are setting the pace and direction for your team — running pipeline reviews, coaching Account Executives through complex deal cycles, and engaging directly with payor executives on strategic opportunities. You are quarterbacking cross-functional resources, removing blockers, and ensuring your team has what they need to win. You balance strategic planning with operational execution: one moment you are reviewing territory plans and forecasts, the next you are in a room with a health plan CIO discussing how AWS can help them modernize claims infrastructure or unlock AI-driven insights from member data. You own the outcome — for your team, your customers, and your business.
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.
- Experience in management of large, complex enterprise accounts or equivalent - Experience engaging and influencing C-level executives, both business and technical - 5+ years of sales team management experience - 10+ years of technology related sales, business development or equivalent experience
- 5+ years of solving problems with technology in the Healthcare and Life Sciences industry, with specific experience in the payor and health plan segment - Experience building and scaling sales teams in a high-growth, fast-paced environment - Track record of exceeding team revenue targets and developing top-performing sales talent - Experience with AI and ML technologies and their application to healthcare use cases - Experience developing, negotiating, and executing complex, multi-year business agreements - Knowledge of payor industry dynamics including claims modernization, value-based care, interoperability, CMS regulatory requirements, and member experience transformation - Experience with the AWS platform, cloud services, or related technologies - Experience selling to or partnering with enterprise health plans, Blue Cross Blue Shield organizations, or managed care organizations
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, IL, Chicago - 187,000.00 - 252,900.00 USD annually USA, MN, Minneapolis - 187,000.00 - 252,900.00 USD annually USA, NY, New York - 205,700.00 - 278,200.00 USD annually USA, VA, Arlington - 187,000.00 - 252,900.00 USD annually
