Help the companies transforming healthcare coverage move faster—powering everything from claims modernization to member experience with cloud and AI. Run a territory like a business, with real ownership, executive access, and the chance to shape how health insurers and payors adopt next-gen tech.

This role is about helping enterprise commercial health plans, Blue Cross Blue Shield plans, and managed care organizations solve real problems—breaking down data silos, streamlining claims processing, improving member engagement, and unlocking the value of their data with AI/ML. You'll work directly with customer executives to understand where they're stuck and map that to AWS capabilities that actually move the needle.

What sets this apart: the customers are some of the most consequential organizations in healthcare, the problems are complex and meaningful, and the impact is real. You're not just selling cloud—you're helping payors reduce administrative burden, improve health outcomes, meet rising regulatory demands, and rethink how coverage gets delivered to millions of members.

People who do well here know how to navigate ambiguity, build trust quickly, and push things forward. There's a lot of autonomy, but also high expectations. If you want a role where you can operate like a business leader, work on things that matter, and see the direct impact of what you do—this is it.

Key job responsibilities
• Own a defined set of enterprise payor accounts and run the territory like a business (plan, forecast, deliver)
• Build and execute account plans aligned to customer priorities across claims operations, member experience, and population health
• Develop and manage a high-quality pipeline; drive deals from early stage through close
• Engage C-level and senior stakeholders; become a trusted advisor on cloud, data, and AI strategy
• Identify where customers are stuck (claims processing bottlenecks, fragmented member data, legacy core systems) and map to AWS solutions that solve real problems
• Lead cross-functional teams (SA, specialists, partners) to bring the right expertise to each opportunity
• Negotiate and structure complex, multi-year agreements (e.g., EDP/PPA)
• Drive adoption and expansion of AWS services, with focus on measurable business outcomes
• Maintain accurate forecasting, deal hygiene, and operational rigor
• Partner with ISVs and ecosystem players to accelerate customer outcomes
• Stay current on payor industry trends (value-based care, interoperability, AI-driven utilization management, CMS regulatory shifts) and translate into customer conversations
• Be accountable for revenue growth, customer success, and long-term relationship health


A day in the life

Day to day, you're building and executing account plans, driving pipeline, and closing strategic deals. You're also quarterbacking a broader team—solutions architects, specialists, partners—to bring the right expertise at the right time. This isn't a "pass leads and follow up" role. You own the outcome.