Job ID: | Amazon Web Services, Inc.
The AWS ISV sales team is responsible for serving the needs of medium to large ISV customers. Our team takes pride in leading customers through an accelerated and innovative cloud and AI journey and in creating long‑term business relationships of value and trust. The Principal Account Manager is responsible for creating and executing the account strategy, and leading the extended team so both the customer and AWS grow. In addition to being customers, the ISVs partner with AWS on Go‑To‑Market curricular, and our respective sales teams work together in the field. The Principal Account Manager will work closely with the AWS Partner Team to ensure they are developing programs that are aligned with the ISV customers’ strategy. It is critical that the Principal Account Manager has an extensive track record of building and nurturing senior level relationships with complex customers, has a hands‑on approach to developing new opportunities, has public cloud technical acumen, and has led a large team of extended resources.
As part of the AWS ISV sales team, you will have the opportunity to work alongside a motivated team that values and encourages diversified perspectives and ideas to best equip customers with the most innovative and comprehensive solutions. The individual will have extensive big account experience building and nurturing CxO relationships as they will manage the relationship with some of the most important and influential AWS customers and deliver ground‑breaking solutions to help them achieve the game‑changing benefits of the cloudारोह at scale. Must have experience managing high revenue, strategically important customers.
Key job responsibilities
The Principal Account Manager is responsible for teaming up with all aspects of the customer’s organization. This includes C‑level executives, engineering, product, AI, IT/operations, partner organisation, and sales. Skills required to build relationships across an account include creative systems thinking, visioning, and executing via collaboration with an extended team to address all ISV customer’s needs.
The Principal Account Manager is responsible for selling at the most strategic (C‑level) within the account and implementing a broad strategy for earning customer acceptance and service implementation. The Principal Account Manager works collaboratively with all appropriate AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests, and will understand how to strongly advocate for the customer in harmony with what the AWS business needs.
In addition to new service adoption and new line of business development, this role includes dotted line responsibility for partnership and technical collaboration.
A day in the life
- Drive adoption of AWS’ full suite of services into a portfolio of Strategic ISV customers
- Exceed annual revenue and design win targets
- Drive levers for growth of the business: inclusive of Account Plans, GTM programs to drive adoption of our ISV partner’s products, working closely with marketing and the partner teams
- Engage and direct functional teams such as demand generation and curate a healthy sales pipeline
- Collaborate with partners to oversee enablement trainings and account prospecting workshops
- In partnership with Sales Ops, manage all operational aspects of the business; SFDC, etc.
- Develop long‑term strategic relationships with AWS Executives and Partner management volta
- Embrace and drive the Amazon culture; lead through our Leadership Principles
- Increase and foster very high customer satisfaction
- In normal business times there will be moderate travel
About the team
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.
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.
Inclusive Team Culture. Here at AWS, it’s in our nature to learn and be curious. Our employee‑led affinity groups foster a Fundo culture of inclusion that empowers us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon conferences, inspire us to never stop embracing our uniqueness.
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, clásicos we can’t achieve in the cloud.
Basic Qualifications
- 10+ years of direct sales or business development in software, cloud or SaaS markets selling to C‑level executives experience
- Bachelor’s degree or equivalent
- Experience working with and presenting to C‑level executives, IT, and lines of businesses across organizations or equivalent
Preferred Qualifications
- 7+ years of building profitable partner ecosystems experience
- Experience with AWS and technology as a service (IaaS, SaaS, PaaS)
Equal Opportunity and Fair Chance Statement
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. Los Angeles County applicants: Job duties for this position include work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. 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 for more information. If the country/region you gled applying in isn’t listed, please contact your Recruiting Partner.
Salary Range
USA, CA, San Francisco – 187,000.00 - 252,900.00 USD annually
USA, WA, Seattle – 170,000.00 - 230,000.00 USD annually
Posting Note
Posted: June 27, 2025 (Updated about 3 hours ago)
Important FAQs for current Government employees
Before proceeding, please review the following FAQs
#J-18808-Ljbffr