[EDGE] AWS Mid-Market Hunter Sales Executive

Job Description: Accenture Edge for AWS Mid-Market Hunter Sales Executive 

Role Title: Hunter Sales Executive, Accenture Edge for AWS – Mid-Market Direct Growth 

Reports To: Sales Leader, Accenture Edge for AWS – Mid-Market Direct Growth 

Experience Level: 8–15 years of experience in technology services sales, cloud services, consulting, managed services, or AWS ecosystem selling, with demonstrated success creating net-new pipeline and closing new-logo business 

Role Overview 

Accenture Edge for AWS is building a newly formed business unit focused on creating net-new business with mid-market companies up to $3B in annual revenue. We are seeking quota-carrying hunter sales executives who thrive in new market creation, whitespace account development, and first-time customer acquisition. These sellers will report to the Accenture Edge for AWS Mid-Market Hunting Sales Leader and will be accountable for originating, qualifying, advancing, and closing AWS services opportunities with new and underpenetrated customers while consistently achieving individual sales quota. 

The ideal candidate has a true hunter mindset, strong customer relationship instincts, practical knowledge of AWS-led transformation, and the ability to convert AWS ecosystem relationships, marketing signals, marketplace interest, and direct outreach into qualified pipeline and closed revenue. This role requires high energy, strong sales discipline, executive presence, rigorous quota ownership, and comfort operating in a fast-moving growth environment. 

Key Responsibilities 

• Generate net-new quota attainment: Hunt for new-logo opportunities and whitespace accounts among mid-market companies up to $3B in annual revenue, with direct accountability for achieving individual sales quota. 

• Build quota-supporting pipeline: Create sufficient qualified pipeline to meet and exceed assigned quota through direct prospecting, AWS seller referrals, ACE opportunities, marketing campaigns, Storefront interest, marketplace motions, partner referrals, and targeted account outreach. 

• Engage customer executives: Build trusted relationships with CEOs, CIOs, CTOs, CFOs, business leaders, technology leaders, and buying committees to position Accenture Edge for AWS as a right-sized transformation partner. 

• Activate AWS ecosystem relationships: Work closely with AWS sellers, partner sales managers, solution architects, and marketplace teams to identify joint opportunities, shape value propositions, and advance co-sell pursuits. 

• Sell productized AWS offerings: Position Accenture Edge for AWS offerings across 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. 

• Advance opportunities with quota discipline: Own account plans, opportunity plans, qualification, next steps, stakeholder mapping, forecast inputs, deal progression, and close plans required to achieve individual quota commitments. 

• Partner across internal teams: Collaborate with solutioning, delivery, alliance, marketing, finance, legal, client success, AABG, Navisite, NeuraFlash, and market teams to create compelling proposals and smooth handoffs. 

• Represent the Edge growth model: Communicate the value of Accenture Edge as a simpler, faster, outcome-oriented AWS services model for mid-market customers. 

Required Qualifications 

• 8–15 years of experience in technology services sales, cloud services, consulting, systems integration, managed services, or digital transformation. 

• 3+ years of experience hunting for net-new logos, opening whitespace accounts, or creating pipeline from cold or lightly developed relationships, including at least 10 qualified opportunities sourced annually. 

• 2+ years selling to mid-market companies up to $3B in annual revenue. 

• 2+ years of AWS services, AWS co-sell, AWS Marketplace, ACE opportunity management, or partner-led selling experience. 

• Track record meeting or exceeding individual sales quota at 100% or greater attainment for at least 2 consecutive years. 

• Experience carrying an annual individual quota, bookings, or revenue target of $8M–$15M. 

• Experience building qualified pipeline coverage of at least 3x annual quota. 

• Experience advancing at least 5 cloud, managed services, digital transformation, or systems integration opportunities from qualification through close. 

• Experience working with at least 3 internal functions such as solutioning, delivery, alliance, marketing, finance, legal, or client success to create proposals and support deal closure. 

• Experience generating $24M–$45M in qualified annual pipeline aligned to a $8M–$15M annual quota. 

• Experience creating at least 20–30 qualified new-logo or whitespace opportunities per year. 

• Experience securing at least 40–60 customer executive meetings annually with CIO, CTO, CFO, CEO, or business-unit leaders. 

• Experience maintaining forecast accuracy within ±15% for committed quarterly opportunities. 

• Experience advancing at least 10–15 AWS co-sell, ACE, marketplace, or partner-referred opportunities annually. 

Preferred Experience 

• Working knowledge of AWS services, AWS sales motions, co-sell processes, AWS Marketplace, ACE opportunity management, and partner-led selling. 

• Ability to build trusted relationships with business and technology executives and translate business needs into practical AWS-led transformation opportunities. 

• Strong communication, negotiation, account planning, opportunity qualification, and commercial problem-solving skills. 

• Comfort operating in a newly formed business unit where sellers must create demand, build repeatable motions, and move quickly from idea to execution. 

• Experience selling AWS cloud migration, modernization, managed services, data, AI, security, contact center, or cloud optimization solutions. 

• Existing relationships with AWS sellers, partner sales managers, solution architects, marketplace stakeholders, or mid-market customer executives. 

• Experience with packaged, fixed-scope, marketplace, or outcome-based cloud services offerings. 

• Experience working in a startup, incubation business, emerging sales motion, or growth-stage business within a larger organization. 

• AWS Cloud Practitioner, AWS Partner, or other relevant cloud sales certifications are a plus. 

Success Measures 

• Achievement of individual annual sales quota, bookings, revenue, margin, and qualified pipeline targets. 

• Creation of net-new customer opportunities with mid-market companies up to $3B in annual revenue. 

• Conversion of AWS referrals, ACE opportunities, marketplace signals, Storefront interest, and marketing leads into qualified pursuits. 

• Strong opportunity hygiene, forecast accuracy, deal velocity, and win-rate performance. 

• Consistent quota attainment supported by disciplined prospecting, pipeline coverage, opportunity progression, and close-plan execution. 

• Development of repeatable account strategies, sales plays, and customer references for Accenture Edge for AWS. 

Ideal Candidate Profile 

The ideal hunter sales executive is a self-directed, high-energy seller who is motivated by opening doors, creating demand, and winning first-time customers. They are comfortable prospecting directly, partnering with AWS sellers, engaging executives, and operating with startup-like urgency inside Accenture Edge. They bring the discipline to manage pipeline rigorously and the creativity to shape practical AWS transformation opportunities for mid-market companies up to $3B in annual revenue.