Sales Emea Medical Devices jobs

DESCRIPTION

AWS is seeking a Senior Account Manager to drive Enterprise ISV and healthcare ISV/SaaS sales across the UK NHS regional business. This is a partner-facing, revenue-generating role accountable for owning and growing strategic vendor relationships — ensuring that the leading clinical applications deployed across the NHS run on AWS.

The NHS is undergoing the largest digital transformation in its history. Electronic Health Records, digital imaging, population health, workforce management, virtual care, and clinical AI solutions are being deployed at pace — and the majority run on cloud infrastructure. This role will own the commercial relationships with the ISVs and SaaS vendors behind these deployments, driving AWS consumption growth as their platforms scale across trusts, ICSs, and national bodies.

You will work at the intersection of partner strategy and customer outcomes — understanding both the ISV's global product roadmap and the NHS buyer's procurement dynamics — to accelerate platform adoption and convert indirect consumption into committed revenue.

Key job responsibilities
1/ Own a portfolio of Enterprise ISV and healthcare SaaS vendor relationships in the NHS ecosystem (e.g., EHR, digital imaging, population health, workforce, patient engagement, clinical AI, ambient voice technology vendors)
2/ Drive AWS revenue growth through ISV platform expansion: new trust deployments, workload migrations from on-prem/competing cloud, and upsell of AWS-native services (AI/ML, analytics, security)
3/ Work across health tech AWS and NHS regional account managers to design and execute joint business plans with each ISV — aligning their UK NHS go-to-market with AWS commercial programmes (SPP, SDP, ISV Accelerate, MAP)
4/ Build and maintain executive-level relationships (CTO, VP Engineering, UK MD, Head of Partnerships) within each ISV, becoming their trusted AWS counterpart in the UK
5/ Collaborate with AWS field account teams to support ISV-driven opportunities at individual NHS trusts and ICSs — providing commercial constructs, technical introductions, and co-sell support
6/ Navigate complex commercial dynamics including global enterprise discount programmes, UK-specific pricing (OGVA, NHS framework discounts), and multi-party deal structures
7/ Work with AWS Partner Development, Solutions Architecture, and Healthcare Specialist teams to remove technical blockers, drive ISV workload optimisation, and support certification/accreditation
Track and forecast ISV-driven consumption, identifying growth levers and risks across the portfolio
8/ Represent AWS at ISV partner events, NHS industry conferences, and regional ICS forums
Contribute market intelligence on competitive dynamics and ISV platform decisions back to AWS Healthcare leadership

A day in the life
There is no single day in the life.
On Monday you're participating in a quarterly business review with a major EHR vendor's UK leadership — reviewing deployment pipeline across trusts, identifying where migrations are stalling, and agreeing joint actions to accelerate. Tuesday you're on a call with the vendor's US product team, ensuring their next platform release is optimised for AWS.

Wednesday you're working with an AWS field account team to structure a commercial proposal for a trust deploying a digital imaging platform — aligning ISV licensing, AWS infrastructure pricing, and MAP funding into a single business case the CFO can approve. Thursday you're at an NHS event, meeting two emerging clinical AI vendors who've just achieved Medical Device Certification and are looking for a cloud partner to scale across the NHS.

Friday you're updating your pipeline forecast, briefing leadership on a competitive threat and developing the counter-strategy with your Solutions Architect.

The pace is high, the deals are complex, and the team you will be working with is exceptional.

BASIC QUALIFICATIONS

• Experience working in healthcare environment
• Experience building and managing a healthy sales pipeline focused on driving revenue, adoption, and market penetration
• Experience working with enterprise software companies

PREFERRED QUALIFICATIONS

• Experience working in a matrixed environment, influencing strategy, and achieving goals by working across the organization
• Experience in commercial agreements
• Experience with AWS and technology as a service (IaaS, SaaS, PaaS)

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