Overview
Job ID: 3185977 | Amazon Web Services, Inc. The AWS ISV sales team serves medium to large ISV customers, leading customers through an accelerated cloud and AI journey and building long-term value-based relationships. The Principal Account Manager is responsible for creating and executing the account strategy, leading an extended team, and aligning with the ISV partner through AWS Go-To-Market programs. This role requires a track record of building senior-level relationships with complex customers, hands-on opportunity development, public cloud technical acumen, and leadership of a large team of extended resources. The individual will manage relationships with some of AWS’s most important customers and deliver innovative cloud solutions at scale. Experience managing high-revenue, strategically important customers is essential. You will work with a motivated team that values diverse perspectives and ideas to equip customers with comprehensive solutions. This role emphasizes building and nurturing CxO relationships and delivering ground-breaking cloud benefits to customers. Responsibilities
Team with all aspects of the customer’s organization, including C-level executives, engineering, product, AI, IT/operations, partner org, and sales. Build relationships across an account using creative systems thinking, visioning, and collaboration with an extended team. Sell at the most strategic (C-level) level within the account and implement a broad strategy for customer adoption and service delivery. Collaborate with AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests and advocate for the customer while aligning with AWS needs. Dotted-line responsibility for partnership and technical collaboration. Drive adoption of AWS full suite of services into a portfolio of Strategic ISV customers. Exceed annual revenue and design win targets. Drive growth levers including Account Plans, GTM programs, and collaboration with marketing and partner teams. Engage and direct functional teams to curate a healthy sales pipeline. Collaborate with partners to oversee enablement trainings and account prospecting workshops. With Sales Ops, manage operational aspects of the business (SFDC, etc.). Develop long-term strategic relationships with AWS Executives and Partner management teams. Embrace and drive Amazon culture by leading with our Leadership Principles. Increase and foster very high customer satisfaction. Travel may be required in normal business times. Qualifications
Bachelor’s degree in a relevant field or equivalent work experience. 10+ years of tech sales experience to enterprise-size customers. Experience with AWS technologies. Experience with Financial Services customers. Compensation & Benefits
The base salary range for this position is listed below. Your Amazon package may include sign-on payments, RSUs, and sales incentives. Final compensation is determined by experience, qualifications, and location. Amazon offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D, and optional supplemental life plans), EAP, mental health support, flexible spending accounts, adoption and surrogacy reimbursement, 401(k) matching, paid time off, and parental leave. Learn more about benefits at https://amazon.jobs/en/benefits. Equal Opportunity
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. If you require a workplace accommodation during the application or hiring process, including support for the interview or onboarding, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
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Job ID: 3185977 | Amazon Web Services, Inc. The AWS ISV sales team serves medium to large ISV customers, leading customers through an accelerated cloud and AI journey and building long-term value-based relationships. The Principal Account Manager is responsible for creating and executing the account strategy, leading an extended team, and aligning with the ISV partner through AWS Go-To-Market programs. This role requires a track record of building senior-level relationships with complex customers, hands-on opportunity development, public cloud technical acumen, and leadership of a large team of extended resources. The individual will manage relationships with some of AWS’s most important customers and deliver innovative cloud solutions at scale. Experience managing high-revenue, strategically important customers is essential. You will work with a motivated team that values diverse perspectives and ideas to equip customers with comprehensive solutions. This role emphasizes building and nurturing CxO relationships and delivering ground-breaking cloud benefits to customers. Responsibilities
Team with all aspects of the customer’s organization, including C-level executives, engineering, product, AI, IT/operations, partner org, and sales. Build relationships across an account using creative systems thinking, visioning, and collaboration with an extended team. Sell at the most strategic (C-level) level within the account and implement a broad strategy for customer adoption and service delivery. Collaborate with AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests and advocate for the customer while aligning with AWS needs. Dotted-line responsibility for partnership and technical collaboration. Drive adoption of AWS full suite of services into a portfolio of Strategic ISV customers. Exceed annual revenue and design win targets. Drive growth levers including Account Plans, GTM programs, and collaboration with marketing and partner teams. Engage and direct functional teams to curate a healthy sales pipeline. Collaborate with partners to oversee enablement trainings and account prospecting workshops. With Sales Ops, manage operational aspects of the business (SFDC, etc.). Develop long-term strategic relationships with AWS Executives and Partner management teams. Embrace and drive Amazon culture by leading with our Leadership Principles. Increase and foster very high customer satisfaction. Travel may be required in normal business times. Qualifications
Bachelor’s degree in a relevant field or equivalent work experience. 10+ years of tech sales experience to enterprise-size customers. Experience with AWS technologies. Experience with Financial Services customers. Compensation & Benefits
The base salary range for this position is listed below. Your Amazon package may include sign-on payments, RSUs, and sales incentives. Final compensation is determined by experience, qualifications, and location. Amazon offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D, and optional supplemental life plans), EAP, mental health support, flexible spending accounts, adoption and surrogacy reimbursement, 401(k) matching, paid time off, and parental leave. Learn more about benefits at https://amazon.jobs/en/benefits. Equal Opportunity
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. If you require a workplace accommodation during the application or hiring process, including support for the interview or onboarding, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
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