Senior Enterprise Account Manager

Who you are

• Experience in closing sales and revenue generation
• Experience reaching and exceeding sales revenue goals
• Experience in sales or sales management of infrastructure or cloud technology
• Experience engaging with and influencing C-level executives
• Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
• Experience selling cloud solutions
• Experience in developing, negotiating and executing business agreements

What the job involves

• Help the companies rewriting medicine move faster, powering everything from drug discovery to diagnostics with cloud and AI
• Be the in-country leader for some of the world's most innovative life sciences organisations, working as part of a global account team while owning the relationship with the technical and innovation leaders based in Ireland/NI
• This role sits at the intersection of international collaboration and local impact
• You'll be part of a broader global account team, partnering with colleagues across multiple geographies to drive cohesive customer strategies
• In Ireland, you'll lead the engagement with the senior technical decision-makers, R&D leaders, and innovation teams who are shaping how these organisations adopt next-gen technology
• It's a unique position: global context, local ownership
• The work itself is about helping enterprise biopharma, biotech, and diagnostics customers solve real problems, breaking down data silos, accelerating clinical trials, modernising R&D, and unlocking the value of their 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 in close coordination with global account leads, driving pipeline, and closing strategic deals
• You're also orchestrating 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 Ireland/NI-based outcome and influence the global strategy
• What sets this apart: the customers are some of the most innovative companies in the world, the problems are complex and meaningful, and the impact is real
• You're not just selling cloud, you're helping teams get therapies to patients faster, improve trial outcomes, and rethink how science gets done
• And you're doing it as part of a connected, international team where your local insights shape global direction
• People who do well here know how to navigate ambiguity, build trust quickly across cultures and time zones, 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 within a global framework, work on things that matter, and see the direct impact of what you do, this is it
• Own the Ireland-based relationships for a defined set of global enterprise life sciences accounts, operating as the in-country lead within the broader global account team
• Build and execute account plans in partnership with global account leads, aligned to customer priorities across R&D, clinical, and commercial
• Develop and manage a high-quality pipeline; drive deals from early stage through close
• Engage C-level and senior technical and innovation leaders in Ireland; become the trusted local 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) and coordinate with international counterparts 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 life sciences trends (precision medicine, genomics, AI/ML) and translate into customer conversations
• Be accountable for revenue growth, customer success, and long-term relationship health across your Ireland-based portfolio
• Collaborate effectively across time zones and geographies, ensuring alignment between local execution and global account strategy
• A day in the life:
• Review pipeline, forecast, and prioritise deals
• Meet with Ireland-based technical and innovation leaders at enterprise biopharma, biotech, and diagnostics customers to understand priorities and blockers
• Engage executives on data, AI/ML, and cloud strategy; feed local insights into global account plans
• Solve for data silos, trial delays, and legacy infrastructure
• Build and adjust account plans in coordination with global account leads
• Coordinate with SAs, specialists, CSMs, TAMs, partners, and global account team members across geographies
• Drive deal execution and negotiate terms
• Lead internal deal reviews and customer briefings
• Work with ISVs and ProServe to accelerate outcomes
• Track industry trends and apply to customer conversations
• Maintain CRM hygiene and forecast accuracy