This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description Would you like to help build the AWS cloud computing business for the Combatant Commands (COCOM) and Department of Defense (DoD) teams? As a Principal Sales Executive for Amazon Web Services (AWS), you will have the exciting opportunity to lead, shape and deliver on an INDOPACOM strategy to build mind share and accelerate broad use of Amazon’s cloud computing services. This position requires that the candidate selected be a US Citizen and currently possess and maintain an active Top Secret security clearance. Key job responsibilities - Own, lead, and develop a growing book of business within the INDOPACOM area of responsibility (AoR) as part of our DoD sales team. - Think strategically about the overall DoD mission within INDOPACOM, understand customer mission/technical challenges, and build/convey compelling value propositions to key customer/partner stakeholders to drive AWS cloud adoption in the region. - Drive business and technical relationships and close business by helping to define, identify, and pursue key opportunities. - Establish deep business and technical relationships with INDOPACOM leadership to position AWS as a trusted advisor and collaborator on customer mission endeavors. - Actively engage with AWS DoD/Federal/Global Public Sector leadership to execute against broader US DoD business strategies through and with our global allied nations. - Lead an account team of sales support resources aligned to AWS INDOPACOM business. - Conduct day-to-day interactions with customers along with the various system integrators and other OEMs providing solutions in the INDOPACOM AoR. - Manage a steady/growing pipeline of opportunities and progress deals through the sales cycle with account teammates and support resources. - Collaborate closely with AWS DoD team members outside of the COCOM team to help drive success within the military department (Mildep) sales teams active in the INDOPACOM AoR. Qualifications - 7+ years of technology related sales, business development or equivalent experience - Bachelor's degree or equivalent - Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent - Experience selling cloud solutions at a software company or equivalent - Experience with AWS and technology as a service (IaaS, SaaS, PaaS) Benefits - Comprehensive 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 - Parental leave Company Description 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. 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. 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 this link for more information. 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. USA, HI, Virtual Location - Hawaii - 170,000.00 - 230,000.00 USD annually

• Manage national customers and sales partners • Advise construction sites, building contractors and tendering authorities • Negotiate quotations and orders • Coordinate with the technical department to define product-specific customer requirements • Work closely with internal sales • Develop and take responsibility for the sales budget • Perform analyses and reporting on product and customer sales statistics • Contribute to the development and optimization of the existing sales strategy • Represent the company at trade shows

• Respond promptly and professionally to inbound inquiries from potential customers via email, phone, chat, and other communication channels. • Manage intake & qualification of leads to determine fit from our inbound channels (Search firms & Referrals) based on their level of interest, budget, timeline, and fit with our offerings. • Deliver a “consultative” approach to selling; partner with the lead referring source to understand the prospect’s business, their goals, objectives, and challenges before recommending a route and ensure all info is captured to continue nurturing and profile build on the prospect • Route prospects to the Business Development team to assist in solving problems and driving value. • Cultivates & provides education on areas of interest for under-informed prospects and sell in value proposition. • Utilize CRM (Customer Relationship Management) systems and sales tools to track interactions, update lead statuses, and prioritize follow-up activities • Maintain Data quality and consistency across lead management systems • Provide ongoing support and assistance to prospects throughout the sales process, addressing any questions or concerns they may have. • Document all prospect interactions, activities, and outcomes accurately and comprehensively in CRM software or other sales tools and maintain Data quality and consistency across lead management systems • Continuously learn about industry trends, market developments, and competitor strategies

• Coordinates GPO Sales program and act as a liaison between Sales, accounting and other departments. • Performs monthly, quarterly and annual (periodic) CPQ reports from SalesForce.com (SFDC). • Downloads monthly GPO Rosters from GPO Portals. • Uses Excel Fuzzy look up to match SFDC customers to GPO customer Rosters. • Provide detailed consolidated reports to accounting with customer ShipTo and GPO membership alignment for fee calculations. • Maintains GPO member/customer reporting, including recommendation of system changes. • Audits periodic GPO fee payment reports from accounting to verify that GPO contract terms are correctly applied to fee payments to ensure payments are accurate. • Coordinates with accounting to maintain GPO Rebate Tracker report. • Prepares periodic sales (revenue) and GPO fee reports per GPO contract requirements and submits to GPOs after payments have been completed. • Performs quality assurance reviews of GPO account setups to confirm both GPO attached to customers are accurate, payments are reasonable and to validate payout structure. • Perform matching exercise with reports and validate customer membership to update customer lists provided to accounting. • Update GPO Membership listed in Salesforce as needed. • Validates and adds GPO 6000 series GPO code and customer name in SFDC. • Update and provide reporting for internal departments as needed.