John Cunningham

Examiner
DISC Type : cs

Strategic Alliance Sales Director - AWS at PwC

Boston, Massachusetts, United States

Overview

John is a Strategic Alliance Sales Director at PwC, leveraging nearly two decades of enterprise sales experience to foster the partnership with AWS. Previously, he spent ten years at AWS in various senior sales management roles. Colleagues describe him as an outstanding business partner, mentor, punctual, and reliable, and he holds an AWS Generative AI certification.

Outside of work, John is a passionate basketball fan, especially interested in AI-powered analytics in sports through the AWS and NBA partnership. He is also an avid follower of the New England Patriots, as indicated by his posts from the Boston area where he works.

He was with Amazon Web Services for a decade, which was half of the company’s entire 20-year history.

Personality Overview

Process Oriented

Status Quo Seeker

Tough To Convince

Being observant comes to them naturally.  They are always well-planned and adopt a systematic approach. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

Cloud Alliances
His current role focuses on managing the strategic alliance between PwC and Amazon Web Services to drive business transformation for clients.
Generative AI
He holds an AWS Generative AI Foundational certification and engages with senior leaders on GenAI and data transformation initiatives.
Life Sciences Tech
Previously a Senior Sales Manager for Life Sciences at AWS, he continues to lead discussions with executives from prominent LifeSciences organizations.

Media Appearances

John has no verified media appearances

Work History

3-2026
Strategic Alliance Sales Director - AWS at PwC
1-2024 - 3-2026
Senior Sales Manager - Life Sciences at Amazon Web Services (AWS)
1-2022 - 1-2024
Senior Sales Manager - Enterprise District at Amazon Web Services (AWS)
2-2016 - 12-2021
Enterprise Account Executive - New England at Amazon Web Services (AWS)
7-2003 - 2-2016
National Account Rep - Financial Services at MathWorks

Education

Business from University of Richmond
Education details unavailable from Boston College High School

More Information

Social Presence :

Prographics :

Exp : 28 Location : Boston, Massachusetts, United States Job Level : Mid-senior Designation : Strategic Alliance Sales Director - AWS at PwC
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be slow and cautious, encourage them to ask more questions
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from John

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will John move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can John take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And John

Personality Compatibility


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