AWS Greenfield Specialist

Accelerate AWS Launched Revenue and Net-New Wins — Now Hiring an AWS Greenfield Specialist

We are seeking a highly accomplished AWS Greenfield Specialist who will operate as a strategic revenue accelerator and a core extension of our AWS field alignment. This is a senior, high-visibility position within the AWS ecosystem, designed to drive substantial AWS adoption, ignite net-new cloud demand, and meaningfully expand partner-led pipeline across North America for greenfield accounts.

In this role, you will work directly with AWS Account Executives, AWS Sales Leaders, Solution Architects, to uncover high-value opportunities, craft AWS-native solution strategies, and advance complex deals from initial activation through launched revenue. You will be expected to operate with strong executive presence, deep AWS expertise, and the ability to influence both technical and business stakeholders.

This position requires advanced cloud GTM capability, proven success driving meaningful ARR outcomes, and the ability to execute with precision inside a fast-moving field-led ecosystem.

Key Responsibilities

This role is accountable for delivering all Greenfield outcomes, including:

1. Customer Wins

• Deliver 36+ AWS-approved Customer Wins annually, all achieving “Launched” status.
• Actively identify, qualify, and activate net-new AWS customers using value-led cloud entry points.

2. AWS Launched ARR

• Attain $5M+ in AWS Launched ARR per year, tied to AWS-native workloads.
• Maintain rigorous tracking of launched revenue and ensure all eligible opportunities are captured.
• Government wins excluded from ARR contribution.

3. AWS & ISV Collaboration

• Build and strengthen field-level relationships with AWS AEs, SA Leaders, DG teams, and ISV sellers.
• Co-develop joint win strategies and shape AWS-native value propositions that accelerate adoption.
• Serve as a trusted advisor across AWS field teams and customer organizations.

4. Pipeline Acceleration

• Influence pipeline quality, early-stage movement, and AWS-native workload velocity.
• Drive adoption of AWS-native solutions, POE motions, modernization paths, and migration plays.
• Ensure opportunities progress rapidly and align with AWS field expectations for Partner-Led impact.

Required Qualifications

• Bachelor’s degree in Business, Technology, or related field (MBA a plus).
• Established, active relationships within the AWS field organization (AEs, DM leaders, PSMs, or segment teams) are required.
• Strong AWS technical acumen with the ability to articulate cloud value, architectural paths, and workload patterns.
• Experience collaborating with ISVs and executing joint GTM motions.
• Demonstrated success hitting revenue, pipeline, or ARR-driven KPIs.
• Executive-level communication, presentation, and stakeholder management skills.
• Hands-on familiarity with AWS Services and workload activation patterns.
• AWS Cloud Practitioner required within 45 days; Associate-level certification strongly preferred.