AWS Edge Mid-Market Portfolio Sales Leader

Sales Management Associate Director Senior Level Full time Job No. R00351386 Multiple Locations

We are seeking a senior, market-facing sales leader to build and lead a high-performing, quota-carrying hunting sales team for a newly formed Accenture Edge for AWS business unit focused on creating net-new business with mid-market companies up to $3B in annual revenue. This leader will be responsible for building the sales motion from the ground up, setting and managing aggressive sales quotas, generating new-logo revenue, accelerating AWS-led transformation opportunities, and making Accenture Edge the preferred channel for mid-market customers that need enterprise-grade AWS innovation delivered with speed, transparency, predictable economics, and measurable outcomes.

The ideal candidate brings deep credibility in the AWS ecosystem, including established relationships with AWS sellers, partner sales managers, sales leaders, solution architects, marketplace teams, and field leadership. They will be equally comfortable engaging C-suite customers, shaping AWS co-sell and ACE motions, building demand-generation channels, coaching dedicated Accenture Edge sellers, and converting productized AWS offerings into qualified pipeline and closed revenue.

Key Responsibilities:

• Lead a newly formed growth business: 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.

Success Measures

• Achievement of annual sales quota, bookings, revenue, margin, and pipeline targets for Accenture Edge for AWS with mid-market companies up to $3B in annual revenue.
• Growth in net-new customers, first-time Accenture Edge for AWS wins, and expansion of strategic mid-market accounts.
• Increased qualified pipeline sourced through AWS sellers, ACE referrals, co-sell motions, marketplace channels, Storefront interest, marketing campaigns, and s…