AWS Edge Mid-Market Portfolio Sales Leader

We are seeking a senior, market-facing sales leader to build and lead a high-performing, quota-carrying hunting sales team for a newly formed Accenture Edge for AWS business unit focused on creating net-new business with mid-market companies up to $3B in annual revenue. This leader will be responsible for building the sales motion from the ground up, setting and managing aggressive sales quotas, generating new-logo revenue, accelerating AWS-led transformation opportunities, and making Accenture Edge the preferred channel for mid-market customers that need enterprise-grade AWS innovation delivered with speed, transparency, predictable economics, and measurable outcomes. The ideal candidate brings deep credibility in the AWS ecosystem, including established relationships with AWS sellers, partner sales managers, sales leaders, solution architects, marketplace teams, and field leadership. They will be equally comfortable engaging C-suite customers, shaping AWS co-sell and ACE motions, building demand-generation channels, coaching dedicated Accenture Edge sellers, and converting productized AWS offerings into qualified pipeline and closed revenue. Key Responsibilities:

• Lead a newly formed growth business: Define and execute the hunting strategy for a new Accenture Edge for AWS business unit, with clear focus on net-new logo acquisition, first-time customer wins, market creation, and repeatable revenue growth among mid-market companies up to $3B in annual revenue.
• Build and manage a high-performing quota-carrying hunting team: Recruit, develop, coach, and lead dedicated Accenture Edge sellers who are energized by creating new demand, opening new accounts, building pipeline from whitespace, converting first-time buyers into long-term customers, and consistently meeting or exceeding individual sales quotas.
• Drive AWS co-sell and ACE discipline: Build strong working relationships with AWS account teams, partner sales managers, sales leaders, solution architects, marketplace stakeholders, and ACE operations teams to identify, register, fund, shape, and close joint opportunities.
• Activate productized AWS offerings: Lead sales motions around Accenture Edge for AWS offerings such as cloud migration and modernization, VMware migration, secure cloud foundation, AWS managed services, cloud optimization and FinOps, data and AI modernization, Amazon Connect, and responsible AI services.
• Develop close customer relationships: Establish trusted relationships with CEOs, CIOs, CTOs, CFOs, business leaders, technology leaders, and buying committees at mid-market companies up to $3B in annual revenue to position Accenture Edge as a simpler, faster, right-sized partner for AWS transformation.
• Create and manage pipeline: Own pipeline quality, forecast accuracy, opportunity progression, and sales cadence across marketing-generated, AWS-referred, seller-originated, and internal whitespace opportunities.
• Scale demand generation and lead conversion: Partner with marketing, AWS, and internal teams to convert campaigns, Storefront interest, marketplace opportunities, partner referrals, and targeted account lists into qualified pursuits.
• Strengthen Edge operating model interlocks: Work across Accenture Edge, AABG, Navisite, NeuraFlash, delivery, solutioning, client success, and market teams to ensure clear ownership from lead origination through solutioning, contracting, delivery, and expansion.
• Lead executive-level pursuits: Personally sponsor strategic deals, orchestrate pursuit teams, lead commercial conversations, and support complex negotiations through closure.
• Measure and improve quota performance: Establish pipeline reviews, AWS inspection rhythm, win/loss analysis, account planning, seller productivity metrics, quota attainment reviews, and QBR cadence to create accountability and continuous improvement.

Success Measures

• Achievement of annual sales quota, bookings, revenue, margin, and pipeline targets for Accenture Edge for AWS with mid-market companies up to $3B in annual revenue.
• Growth in net-new customers, first-time Accenture Edge for AWS wins, and expansion of strategic mid-market accounts.
• Increased qualified pipeline sourced through AWS sellers, ACE referrals, co-sell motions, marketplace channels, Storefront interest, marketing campaigns, and seller-originated outreach.
• Improved seller productivity, forecast reliability, win rates, deal velocity, and repeatability of sales plays.
• Strengthened executive-level relationships with AWS field leadership, partner teams, and priority mid-market customers.
• Adoption of a repeatable Edge selling model that connects demand generation, AWS co-sell, packaged offerings, delivery pods, client success, and managed services expansion.
• Collaborating with at least 3 cross-functional groups such as solution architecture, delivery, finance, legal, alliance, marketing, or client success teams to structure proposals and close deals.
• Generating or overseeing at least $300M–$450M in qualified annual pipeline aligned to a $100M–$150M quota plan.
• Demonstrated ability to maintain forecast accuracy within ±10% for committed quarterly bookings targets.
• Improving team win rates to at least 25%–35% on qualified cloud or managed services pursuits.

Travel may be required for this role. The amount of travel will vary from 0% to 100% depending on business need and client requirements. Required Qualifications

• Minimum 8 years of experience in technology services sales, cloud services, consulting, systems integration, managed services, digital transformation, or hyperscaler partner growth.
• Minimum 5 years leading quota-carrying hunting sales teams focused on net-new customer acquisition, new-logo revenue, whitespace account creation, and repeatable pipeline generation.
• Minimum 3 years of direct AWS ecosystem sales, alliance, co-sell, ACE, AWS Marketplace, or hyperscaler partner-growth experience.
• Experience leading sales motions for mid-market companies with annual revenue up to $3B, including at least 5 net-new customer wins in this segment.
• Minimum 5 years experience achieving or exceeding annual sales quotas, bookings targets, revenue targets, pipeline generation goals, and profitability expectations at 100% or greater attainment for at least 3 consecutive years and managing annual sales quota, bookings, or revenue responsibility of $100M–$150M.
• Experience leading sales teams of at least 8–12 quota-carrying sellers across multiple markets, industries, or territories.
• Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate’s Degree, must have minimum 6 years work experience)

Preferred Experience

• Experience building and managing qualified pipeline coverage of at least 3x annual quota.
• Experience sponsoring or leading at least 10 complex cloud, managed services, digital transformation, or systems integration pursuits from qualification through close.
• Experience collaborating with at least 3 cross-functional groups such as solution architecture, delivery, finance, legal, alliance, marketing, or client success teams to structure proposals and close deals.
• Experience driving at least 50 AWS co-sell, ACE, marketplace, or partner-referred opportunities annually.
• Deep understanding of AWS services, AWS sales motions, AWS Partner Network dynamics, AWS Marketplace, ACE opportunity management, co-sell programs, partner funding, and hyperscaler alliance models.
• Established relationships across the AWS ecosystem, including AWS sellers, sales managers, partner sales managers, partner leaders, marketplace stakeholders, and field leadership.
• Strong customer network and demonstrated ability to build trusted relationships with C-suite, business, and technology stakeholders at mid-market organizations.
• Ability to translate mid-market business challenges into productized AWS-led transformation opportunities with clear outcomes, simplified scope, and predictable commercial models.
• Strong executive presence, negotiation skills, commercial acumen, and ability to operate with startup-like urgency inside a large professional services organization.
• Prior leadership role in an AWS-focused sales, alliance, partner-led growth, or mid-market services organization.
• Experience building or scaling a newly formed business unit, new sales motion, incubation business, or “startup within a larger company” model where the priority is creating new customers and new revenue streams.
• Experience selling productized or packaged cloud offerings with fixed-scope, outcome-based, marketplace, or repeatable commercial models.
• Experience with AWS ACE, AWS Marketplace, partner funding, co-sell inspection, sales activation, and joint business planning.
• Experience selling cloud migration, VMware migration, AWS managed services, DevOps, data and analytics, GenAI, security, Amazon Connect, and cloud optimization solutions.
• Familiarity with buying behavior at mid-market companies up to $3B in annual revenue, including shorter sales cycles, leaner budgets, faster response expectations, practical business cases, and value-based selling approaches.
• Ability to scale repeatable sales plays, industry-specific campaigns, Storefront-led demand generation, and partner-sourced pipeline.
• AWS Cloud Practitioner, AWS Partner, or relevant cloud sales certifications are a plus.

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