Principal Account Manager, Medical Devices

Help the companies building the future of healthcare move faster—powering everything from connected devices to surgical robotics with cloud and AI. Run a territory like a business, with real ownership, executive access, and the chance to shape how medical device and med-tech companies adopt next-gen technology.

This role is about helping enterprise medical device, health technology, and diagnostics customers solve real problems—breaking down data silos, enabling real-world evidence, modernizing quality and regulatory systems, accelerating product development, and unlocking the value of device-generated data with AI/ML. You'll work directly with customer executives to understand where they're stuck and map that to AWS capabilities that actually move the needle.

Day to day, you're building and executing account plans, driving pipeline, and closing strategic deals. You're also quarterbacking a broader team—solutions architects, specialists, partners—to bring the right expertise at the right time. This isn't a "pass leads and follow up" role. You own the outcome.

What sets this apart: the customers are some of the most innovative companies in the world—building connected surgical platforms, AI-powered imaging, next-generation wearables, and intelligent implantables. The problems are complex and meaningful, and the impact is real. You're not just selling cloud—you're helping teams get devices to market faster, improve patient outcomes, streamline post-market surveillance, and rethink how medtech innovation gets done.

People who do well here know how to navigate ambiguity, build trust quickly, and push things forward. There's a lot of autonomy, but also high expectations. If you want a role where you can operate like a business leader, work on things that matter, and see the direct impact of what you do—this is it.

Key job responsibilities
- Own a defined set of enterprise med-tech accounts and run the territory like a business (plan, forecast, deliver)
- Build and execute account plans aligned to customer priorities across R&D, manufacturing, and commercial
- Develop and manage a high-quality pipeline; drive deals from early stage through close
- Engage C-level and senior stakeholders; become a trusted advisor on cloud, data, and AI strategy
- Identify where customers are stuck (data silos, trial delays, legacy systems) and map to AWS solutions that solve real problems
- Lead cross-functional teams (SA, specialists, partners) to bring the right expertise to each opportunity
- Negotiate and structure complex, multi-year agreements (e.g., EDP/PPA)
- Drive adoption and expansion of AWS services, with focus on measurable business outcomes
- Maintain accurate forecasting, deal hygiene, and operational rigor
- Partner with ISVs and ecosystem players to accelerate customer outcomes
- Stay current on med-tech trends and translate into customer conversations
- Be accountable for revenue growth, customer success, and long-term relationship health

About the team
Diverse Experiences
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.

Why AWS?
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.

Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

Basic Qualifications

- Knowledge of key technology and market trends
- Experience defining market and product requirements
- Experience selling to line-of-business leaders and technology
- Experience communicating and presenting to senior leadership
- Bachelor's degree, or 5+ years of solving problems with technology in the Healthcare/Life Sciences Industry experience

Preferred Qualifications

- Knowledge of security and compliance standards including HIPAA and GDPR
- Knowledge of at least one relevant technology domain area (e.g., compute, hardware, network, software, big data, security, etc.)
- Experience working with transformative technologies including cloud, IoT, business intelligence, and analytics
- Experience leading sales teams that work with large global customers
- • Deep knowledge of the medical device industry — business models, product development lifecycle, manufacturing processes (design controls, V&V), and go-to-market dynamics.

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

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 https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

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. Amazon also offers comprehensive benefits including 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, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, MA, Boston - 170,000.00 - 230,000.00 USD annually