Principal ProServe Account Executive, ProServe Financial Services

Descripción del puesto:

AWS Professional Services (ProServe) team is seeking a Principal Account Executive (PAE) to own and grow strategic relationships with Financial Services customers across the UK. This is a senior individual contributor role accountable for shaping, winning, and stewarding complex, multi-year professional services engagements at scale.
What You'll Do:
* Own the end-to-end sales lifecycle for ProServe within a portfolio of Tier 1 FSI accounts - from opportunity identification through to SOW execution and delivery oversight
* Build and maintain trusted advisory relationships at C-suite and VP level, translating customer business priorities into transformative cloud programmes
* Drive growth annual bookings through a combination of new logo acquisition and expansion of existing accounts
* Collaborate with AWS Account Teams, Solutions Architects, Engagement Managers, and Delivery Consultants to craft compelling proposals that define measurable customer business outcomes (CBOs)
* Shape and lead complex commercial constructs including fixed-outcome engagements, multi-phase programmes, and partner-augmented delivery models
* Work closely with the AWS Partner Network (APN) to design and execute co-delivery motions, leveraging partner capabilities to scale delivery and accelerate customer outcomes
* Maintain commercial oversight post-launch - ensuring delivery against agreed outcomes, identifying expansion opportunities, and managing customer satisfaction
* Contribute to practice development - sharing deal patterns, mentoring junior PAEs, and informing service offering strategy based on field experience
What You'll Bring:
* Significant experience selling complex professional services or consulting engagements into UK Financial Services (banking, insurance, capital markets)
* Demonstrated track record of building executive relationships and closing multi-million-dollar services deals
* Deep understanding of FSI operating environments - regulatory landscape, procurement complexity, risk appetite, and transformation drivers (DC exits, mainframe modernisation, data platforms, GenAI adoption)
* Ability to operate with ambiguity - shaping opportunities where no clear requirement exists and building consensus across complex stakeholder groups
* Strong commercial acumen: business development, deal structuring, pricing strategy, and pipeline management
* Experience leading through influence - coaching delivery teams, aligning cross-functional stakeholders, and driving accountability without direct authority
Key Metrics: Revenue, Billable Bookings, Pipeline Generation, Customer Satisfaction (CSAT)

Key job responsibilities
As an experienced services sales professional, you will be responsible for:
- Leading business development efforts by engaging customers and driving high-value engagements
- Collaborating with Amazon Global Sales (AGS) representatives to ensure a coordinated approach for key accounts
- Creating proposals, securing customer sign-off on Statements of Work (SOWs), and ensure successful project delivery
- Monitoring ongoing projects to ensure delivery of agreed Customer Business Outcomes and maximise revenue potential
- Advocating for customers while balancing AWS business objectives.
- Identifying trends in Financial Services Subsectors and defining repeatable solutions that support the growth objectives of the business.

About the team
You'll join the AWS Professional Services Financial Services practice in the UK - a team of experienced consultants, architects, engagement managers, and account executives who deliver transformative cloud programmes for the UK's largest banks, insurers, and capital markets firms.

Our customers are navigating some of the most complex technology challenges in the industry: data centre exits, mainframe modernisation, regulatory compliance at cloud-scale, and the adoption of GenAI across regulated environments. We work at the intersection of deep technical delivery and senior commercial engagement - partnering with customers at board level to define outcomes, and then executing against them with delivery rigour.

This role sits within a growing practice backed by significant investment. You'll work alongside ProServe Engagement Managers, Cloud Architects, Specialist Practices (Security, Data, GenAI), and AWS Partner Network delivery teams. You'll have access to the full breadth of AWS - from account teams and solutions architects to executive sponsors - and the autonomy to shape how we grow our FSI business

Requerimientos del candidato/a:

- Experience in enterprise commercial sales
- Bachelor's degree, or experience exceeding sales targets using a consultative, solutions-focused approach or equivalent
- Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals
- Experience in solving complex business challenges by delivering accurate and timely financial models, analysis, and recommendations that have a proven impact on business (e.g., financial savings, operational improvements, or customer benefits), or experience applying key financial performance indicators (KPIs) to analyses
- Experience in the financial services industry
- Experience with communication, presentation, and negotiation
- Knowledge of AWS services
- Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent

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