Account Executive
Washington, DC
Sales /
Full-Time /
On-site
As our Partner First Scale Account Executive, you will focus exclusively on co-selling AWS solutions with the AWS Cloud Sales Center (CSC) team in the DC market. This is a specialized role targeting SMB customers through AWS's strategic Partner First Scale motion - a co-sell approach where Account Executives work directly with AWS CSC representatives to drive joint opportunities.
Primary Responsibilities:
Partnership & Co-Selling
· Build and maintain strategic relationships with AWS CSC (Cloud Sales Center) representatives in the DC + Seattle market
o In AWS DC or Seattle Market offices 4 days a week
· Execute joint sales calls and presentations with AWS CSC team members
· Collaborate on opportunity development, qualification, and closing with CSC partners
· Participate in AWS CSC team meetings, training sessions, and strategic planning
Sales Execution
· Achieve 40% realization rate on launched opportunities within 3 months
· Generate minimum of 2 Partner Originated Opportunities per launched deal
· Work closely with Channel Representatives who will provide lead generation and initial qualification support
· Manage full sales cycle from qualification through contract execution for accounts
Territory Management
· Focus exclusively on SMB (Small-Medium Business) customers in the DC/East Coast market
· Develop territory plans aligned with CSC priorities and customer segments
· Maintain accurate pipeline reporting and forecasting in Salesforce/ACE
· Coordinate with internal technical teams for solution development and delivery
Customer Engagement
· Conduct discovery sessions to understand customer business challenges and AWS adoption needs
· Present AWS migration, modernization, and AI solutions to C-level executives
· Manage complex sales cycles typically ranging from 3-6 months
· Ensure exceptional customer experience throughout the sales process
Required Experience for the Role:
· Preferred Bachelor’s degree in Business, Marketing, or related field
· 3+ years of experience in technology sales, preferably in cloud services or SaaS
· Demonstrated success in building and managing partner relationships
· Strong understanding of AWS services and partner ecosystem
· Excellent communication, presentation, and negotiation skills
· Ability to understand technical concepts and translate them into business value
· Experience with CRM systems (Salesforce preferred)
Preferred Experience for the Role:
· AWS Certification(s)
· Experience selling cloud migration, AI solutions, or managed services
· Prior experience at an AWS Partner organization
· Established relationships within the AWS partner network
· MBA or other advanced degree
$120,000 - $130,000 a year
This position has uncapped commission. Typical OTE is $220K-$300K+
The salary range provided is a general guideline. When extending an offer, Innovative considers factors including, but not limited to, the responsibilities of the specific role, market conditions, geographic location, as well as the candidate’s professional experience, key skills, and education/training.
