Karla Rowe
Enterprise Account Executive
New York,NY
Elegance is not standing out, but being remembered.
Giorgio Armani
Summary
Dynamic Enterprise Account Executive with over a decade of quota-carrying experience, including five years at AWS, specializing in cloud, data, and AI consumption models. Proven track record of closing contracts exceeding $10M in regulated sectors by transforming legacy architectures into active production workloads. Fluency in utilizing AWS native tools such as Bedrock, SageMaker, and Redshift to strategically position independent platforms during competitive displacements, effectively addressing cost predictability concerns and driving Net Revenue Retention (NRR). Skilled at leading cross-functional technical teams to navigate complex buyer journeys and optimize usage-based economic models for scalable growth, consistently delivering results that exceed expectations.
Overview
15
15
years of professional experience
1
1
Language
Work History
Account Manager
Amazon Web Services
New York, NY
12.2024 - 04.2026
- Expanded active cloud platform footprint to 115% of target within a $7.2B global enterprise by migrating legacy infrastructure into high-consumption AI/ML pipelines.
- Presented technical product updates and industry trends to clients, positioning AWS as a trusted advisor.
- Utilized Training Needs Assessments as a strategic GTM wedge to unblock technical barriers, directly accelerating downstream consumption of Bedrock and SageMaker.
- Drove $1M+ annual quota partnering with Territory and Demand Gen teams nationally to originate and close enterprise adoption programs.
- Developed strategic account plans to align client objectives with AWS training solutions.
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decision makers.
Account Manager
Amazon Web Services
04.2024 - 12.2024
- Secured a multi-year clinical data transformation commitment by unifying fragmented EHR data silos into an analytics data lake, establishing a high-volume data ingestion pipeline.
- Leveraged AWS cloud solutions to streamline healthcare operations and improve data accessibility.
- Drove a 20% expansion in consumption revenue within an $800M regional hospital by orchestrating a partner-led co-sell motion with a System Integrator to launch live production workloads.
- Built 10x pipeline coverage in 9 months by defining the ICP and account prioritization framework for HIPAA-compliant AI/ML compute workloads spanning health systems, payors, and high-growth startups.
- Engaged C-suite stakeholders (CMO, CIO, CISO, CFO) on multi-year AI adoption roadmaps, co-selling alongside Solutions Architects, ISV partners, and Specialty teams.
- Developed strategic partnerships with healthcare providers to enhance service delivery and patient outcomes.
Account Executive, Healthcare
Amazon Web Services
04.2021 - 04.2024
- Closed $210K ACV migrating a core production database off legacy on-prem SQL Server to Aurora with zero-downtime, partnering with AWS database migration specialists.
- Neutralized a critical cost-predictability objection to close a consumption-priced serverless analytics solution (Athena), leveraging data partitioning to prove ROI on variable pricing.
- Unblocked a stalled, 7-month $320K initiative by positioning a VPC-native architecture, moving the customer from idle evaluation to active production-level data consumption.
- Converted an unproductive, local ML notebook into a production-hosted pipeline on SageMaker, driving a continuous, recurring consumption loop via hands-on adoption workshops.
- Stood up the inside-to-field co-sell motion from zero as a foundational inside AE, driving 13% YoY territory growth and earning two promotions within 3 years.
Account Manager
Synchrony Financial
03.2015 - 01.2021
- Ranked Top 10% to Plan in 2015, 2017, and 2018 across a $60M territory by maximizing transaction-volume utilization of a SaaS patient financing platform across 1,000+ accounts.
- Scaled platform adoption and transaction frequency by building a self-sourced ecosystem of 50+ consultants, KOLs, and professional associations.
- Improved field sales efficiency 25% as Salesforce Lightning platform SME, building automated reporting and territory tooling that sharpened regional forecasting accuracy.
Account Executive
Henry Schein Dental
08.2011 - 03.2015
- Exceeded sales targets by 70%+ while maintaining a 30% gross margin, managing full-cycle SaaS practice management acquisitions.
- Pioneered early usage-based frameworks within the territory by driving growth of Omnicore Hardware-as-a-Service, validating and early aptitude for variable recurring revenue models.
- Drove territory-level category growth across private practices and large DSOs by pairing clinical product expertise with CRM-driven territory analytics and targeted business reviews.
Education
Bachelor of Science - Marketing
- Databricks Fundamentals — Academy Accreditation, 2024
- AWS Cloud Practitioner — Amazon Web Services
Skills
Consumption-driven Economic Strategies
Land-and-Expand Strategies
MEDDPICC Pipeline Optimization
Partner & Alliance Co-Selling
Strategic Executive Engagement
Complex Enterprise Deal Cycles
Strategic Account Planning
Data-driven Decision Making
Accomplishments
- 2021, 2022, 2024 AWS Accelerator Club
- 2020 Synchrony President's Club
- 2020 Cross-Functional Critical Experiences Awardee (Synchrony)
- 2019 DSO Champion for Region (Synchrony)
- 2018 CareCredit L.E.A.D. (Synchrony)
Certification
Databricks Fundamentals — Academy Accreditation, 2024
AWS Cloud Practitioner — Amazon Web Services
Affiliations
- Sales Enablement: Accelerated time-to-quota for 35 Account Managers across North America by authoring a repeatable GTM ramp playbook adopted regionally.
- President & Founder, The BLACK Market | BEN NY Metro Chapter, Amazon: Founded a recurring marketplace connecting 20 Black-owned vendors with 400+ attendees.
- Mentorship: Co-authored "Stakeholder Influence Matrices" with tenured peers, standardizing opportunity identification across the AM team.
Languages
English
Native or Bilingual
Timeline
Account Manager - Amazon Web Services
12.2024 - 04.2026
Account Manager - Amazon Web Services
04.2024 - 12.2024
Account Executive, Healthcare - Amazon Web Services
04.2021 - 04.2024
Account Manager - Synchrony Financial
03.2015 - 01.2021
Account Executive - Henry Schein Dental
08.2011 - 03.2015
Kennesaw State University - Bachelor of Science, Marketing