AWS Edge Mid‑Market Growth Leader

Accenture; Cleveland (OH); On-site; USD 151,000 - 331,000; Full time

Job summary

Accenture Edge for AWS is seeking a senior, market-facing sales leader to build and lead a quota-carrying hunting sales team focused on mid-market customers up to $3B in annual revenue. This role requires creating the sales motion from the ground up, establishing aggressive quotas, and driving net-new logo revenue.

The ideal candidate will have deep credibility in the AWS ecosystem, strong relationships across AWS sellers and ACE teams, and the ability to convert productized AWS offerings into

Qualifications

• Minimum 8 years of technology services sales, cloud services, consulting, systems integration, 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.

Responsibilities

• 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.

Skills

AWS ecosystem credibility

Senior sales leadership

Quota-carrying hunting sales

Mid-market focus

New-logo acquisition

Executive-level relationship building

Pipeline and forecast management

Co-sell / ACE motions

Education

Bachelor's degree or equivalent

Job description

Accenture Edge for AWS is seeking a senior, market-facing sales leader to build and lead a quota-carrying hunting sales team focused on mid-market customers up to $3B in annual revenue. This role requires creating the sales motion from the ground up, establishing aggressive quotas, and driving net-new logo revenue.

The ideal candidate will have deep credibility in the AWS ecosystem, strong relationships across AWS sellers and ACE teams, and the ability to convert productized AWS offerings into