Commercial Operations Biotech Jobs in Virginia (NOW HIRING)

As an Account Executive on the Healthcare & Life Sciences (HCLS) Scale team within Amazon Web Services (AWS), you will own a portfolio of 30-50 existing HCLS customers and drive growth through deeper services adoption, workload expansion, and new use-case development. Your customers span the healthcare ecosystem, including pharmaceutical and biotech companies, health technology organizations, healthcare providers, and payor/health plan organizations. Each is at a different stage of their cloud journey, and your job is to meet them where they are and accelerate what comes next.
This is not a transactional sales role, nor is it a single-threaded enterprise engagement. You will operate as a strategic growth driver across a broad set of accounts, using data, signals, and customer insights to prioritize where to invest your time. You will identify expansion opportunities, build account-level growth strategies, and orchestrate internal resources to deliver outcomes that matter to your customers. Whether it is helping a pharma company modernize drug discovery pipelines, enabling a payor to leverage AI for claims automation, supporting a health tech company scaling on AWS, or working with a provider on clinical data interoperability, you will connect the dots between customer priorities and AWS capabilities.
Healthcare and life sciences organizations are navigating significant transformation. Pharmaceutical companies are rethinking R&D and commercial operations through AI. Payors are under pressure to reduce administrative costs and improve member experience. Providers face margin compression and workforce challenges. Health technology companies are scaling platforms that serve all of these stakeholders. AWS is uniquely positioned with purpose-built services like Amazon Bedrock, Amazon HealthLake, and Amazon Connect to help these organizations modernize and innovate. You will be the catalyst for that transformation across your portfolio.
Key job responsibilities
Portfolio Growth and Revenue Execution
- Own and grow a book of 30-50 HCLS accounts across pharmaceutical, health tech, provider, and payor verticals
- Develop and execute account-level growth plans prioritized by revenue potential, adoption signals, and strategic opportunity
- Meet or exceed quarterly and annual revenue targets while maintaining healthy pipeline coverage
- Identify and qualify expansion opportunities including workload migration, application modernization, data and analytics, and AI/GenAI adoption
- Use data-driven insights to prioritize time and resource allocation across your portfolio
Customer Engagement and Relationship Development
- Build trusted relationships with VP and C-level stakeholders across your accounts, including CIOs, CTOs, CDOs, and business unit leaders
- Conduct discovery to understand customer priorities, technical challenges, and business outcomes, then map AWS capabilities to those needs
- Translate cloud and AI capabilities into industry-relevant use cases across the HCLS ecosystem, from drug development and clinical trials to claims processing and patient engagement
- Serve as the primary point of contact and relationship holder for your accounts, ensuring customer satisfaction and long-term partnership
Deal Strategy and Sales Execution
- Manage full sales cycles from pipeline generation through negotiation and close
- Structure compelling business cases for multi-service engagements that align with customer budgets, procurement processes, and compliance requirements
- Navigate healthcare-specific procurement dynamics including group purchasing, RFPs, contract vehicles, and regulatory considerations (HIPAA, GxP, HITRUST)
- Maintain rigorous pipeline hygiene, accurate forecasting, and stage progression discipline in Salesforce
Cross-Functional Orchestration
- Quarterback Solutions Architects, Specialist Sales teams (AI/ML, Security, Analytics, Connect), Professional Services, and Partner resources to deliver comprehensive solutions
- Collaborate with the partner ecosystem including systems integrators, ISVs, and channel partners to extend reach and accelerate customer outcomes
Healthcare and Life Sciences Domain Expertise
- Apply knowledge of HCLS industry dynamics, regulatory environments, and technology trends to inform account strategies
- Understand the distinct priorities of each sub-vertical: pharma (R&D, manufacturing, commercial), health tech (platform scalability, data, compliance), providers (EHR modernization, clinical AI, operational efficiency), and payors (claims, member engagement, interoperability)
- Represent AWS at HCLS industry events and contribute to customer-facing thought leadership
About the team
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.
Why AWS?
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
Mentorship & Career Growth
We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.
BASIC QUALIFICATIONS
- Bachelor's degree or equivalent
- 3+ years of full sales cycle, technology sales or equivalent business development experience
- Experience building and managing a healthy sales pipeline focused on driving revenue, adoption, and market penetration
- Experience in generating new opportunities within existing accounts through strong discovery, relationship building, and cross-functional collaboration
- Experience developing and executing account plans and territory strategies
PREFERRED QUALIFICATIONS
- Experience selling cloud services, AI/ML, or digital transformation solutions to healthcare and life sciences organizations
- Knowledge of the HCLS industry including pharmaceutical, health tech, provider, and/or payor business models, regulatory requirements, and technology adoption patterns
- Experience managing a large book of business (20+ accounts) while delivering consistent revenue growth
- Track record of building executive-level relationships and articulating business value to senior stakeholders
- Experience working in matrixed sales organizations with cross-functional go-to-market motions (Solutions Architects, specialists, partners, professional services)
- Understanding of health IT systems and interoperability standards
- Experience with cloud technologies and the ability to articulate how they drive clinical, operational, and business outcomes across HCLS
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, VA, Arlington - 70,300.00 - 123,100.00 USD annually