Principal ProServe Account Executive, ProServe Financial Services

AWS Professional Services (ProServe) team is seeking a Principal Account Executive (PAE) to own and grow strategic relationships with Financial Services customers across the UK. This is a senior individual contributor role accountable for shaping winning and stewarding complex multi-year professional services engagements at scale.
What Youll Do:
Own the end-to-end sales lifecycle for ProServe within a portfolio of Tier 1 FSI accounts from opportunity identification through to SOW execution and delivery oversight
Build and maintain trusted advisory relationships at C-suite and VP level translating customer business priorities into transformative cloud programmes
Drive growth annual bookings through a combination of new logo acquisition and expansion of existing accounts
Collaborate with AWS Account Teams Solutions Architects Engagement Managers and Delivery Consultants to craft compelling proposals that define measurable customer business outcomes (CBOs)
Shape and lead complex commercial constructs including fixed-outcome engagements multi-phase programmes and partner-augmented delivery models
Work closely with the AWS Partner Network (APN) to design and execute co-delivery motions leveraging partner capabilities to scale delivery and accelerate customer outcomes
Maintain commercial oversight post-launch ensuring delivery against agreed outcomes identifying expansion opportunities and managing customer satisfaction
Contribute to practice development sharing deal patterns mentoring junior PAEs and informing service offering strategy based on field experience
What Youll Bring:
Significant experience selling complex professional services or consulting engagements into UK Financial Services (banking insurance capital markets)
Demonstrated track record of building executive relationships and closing multi-million-dollar services deals
Deep understanding of FSI operating environments regulatory landscape procurement complexity risk appetite and transformation drivers (DC exits mainframe modernisation data platforms GenAI adoption)
Ability to operate with ambiguity shaping opportunities where no clear requirement exists and building consensus across complex stakeholder groups
Strong commercial acumen: business development deal structuring pricing strategy and pipeline management
Experience leading through influence coaching delivery teams aligning cross-functional stakeholders and driving accountability without direct authority
Key Metrics: Revenue Billable Bookings Pipeline Generation Customer Satisfaction (CSAT)


Key job responsibilities
As an experienced services sales professional you will be responsible for:
- Leading business development efforts by engaging customers and driving high-value engagements
- Collaborating with Amazon Global Sales (AGS) representatives to ensure a coordinated approach for key accounts
- Creating proposals securing customer sign-off on Statements of Work (SOWs) and ensure successful project delivery
- Monitoring ongoing projects to ensure delivery of agreed Customer Business Outcomes and maximise revenue potential
- Advocating for customers while balancing AWS business objectives.
- Identifying trends in Financial Services Subsectors and defining repeatable solutions that support the growth objectives of the business.

About the team
Youll join the AWS Professional Services Financial Services practice in the UK a team of experienced consultants architects engagement managers and account executives who deliver transformative cloud programmes for the UKs largest banks insurers and capital markets firms.

Our customers are navigating some of the most complex technology challenges in the industry: data centre exits mainframe modernisation regulatory compliance at cloud-scale and the adoption of GenAI across regulated environments. We work at the intersection of deep technical delivery and senior commercial engagement partnering with customers at board level to define outcomes and then executing against them with delivery rigour.

This role sits within a growing practice backed by significant investment. Youll work alongside ProServe Engagement Managers Cloud Architects Specialist Practices (Security Data GenAI) and AWS Partner Network delivery teams. Youll have access to the full breadth of AWS from account teams and solutions architects to executive sponsors and the autonomy to shape how we grow our FSI business.

- Experience in enterprise commercial sales
- Bachelors degree or experience exceeding sales targets using a consultative solutions-focused approach or equivalent
- Experience working with presenting to and negotiating with C-level executives IT lines of business procurement finance legal and internal stakeholders for sizeable commercial/enterprise deals

- Experience in solving complex business challenges by delivering accurate and timely financial models analysis and recommendations that have a proven impact on business (e.g. financial savings operational improvements or customer benefits) or experience applying key financial performance indicators (KPIs) to analyses
- Experience in the financial services industry
- Experience with communication presentation and negotiation
- Knowledge of AWS services
- Experience in strategic thinking about business enterprise software products and new technology platforms and architectures or equivalent

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Required Experience:

Staff IC

Employment Type : Full-Time
Experience: years
Vacancy: 1