Principal Account Manager, ISV
Amazon Web Services (AWS), Minneapolis, Minnesota, United States, 55400
Description
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, leading the extended team, and ensuring both the customer and AWS grow. The role requires an extensive track record of building and nurturing senior‑level relationships with complex customers, a hands‑on approach to developing new opportunities, public cloud technical acumen, and experience leading a large team of extended resources. As part of the AWS ISV sales team, you will work alongside a motivated team that values diversified perspectives and ideas to equip customers with innovative solutions. You will manage relationships with high‑revenue, strategically important customers and deliver ground‑breaking solutions to help them achieve the cloud's game‑changing benefits at scale. Key Job Responsibilities
Team up with all aspects of the customer’s organization, including C‑level executives, engineering, product, AI, IT/operations, partner org, and sales. Sell at the most strategic (C‑level) within the account and implement a broad strategy to gain customer acceptance and service implementation. Collaborate with all appropriate AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests and advocate for the customer in harmony with AWS business needs. Drive new service adoption and new line‑of‑business development. Oversee partnership and technical collaboration with dotted line responsibility. 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 and GTM programs to drive adoption of our ISV partners’ 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 teams. 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
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 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, there’s nothing we can’t achieve in the cloud. Basic Qualifications
Bachelor’s degree in a relevant field or equivalent work experience. 10+ years of technology sales experience. Preferred Qualifications
Experience with the AWS platform, web services, software development, or related technologies. Experience with Financial Service customers. Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. 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 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. Compensation & Benefits
Base salary range for this position varies by location: USA, IL, Chicago - $170,000.00 – $230,000.00 USD annually USA, MI, Detroit - $170,000.00 – $230,000.00 USD annually USA, MN, Minneapolis - $170,000.00 – $230,000.00 USD annually USA, NY, New York - $187,000.00 – $252,900.00 USD annually Salary will include sign‑on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and optional Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits. Company: Amazon Web Services, Inc. Job ID: A3186483
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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, leading the extended team, and ensuring both the customer and AWS grow. The role requires an extensive track record of building and nurturing senior‑level relationships with complex customers, a hands‑on approach to developing new opportunities, public cloud technical acumen, and experience leading a large team of extended resources. As part of the AWS ISV sales team, you will work alongside a motivated team that values diversified perspectives and ideas to equip customers with innovative solutions. You will manage relationships with high‑revenue, strategically important customers and deliver ground‑breaking solutions to help them achieve the cloud's game‑changing benefits at scale. Key Job Responsibilities
Team up with all aspects of the customer’s organization, including C‑level executives, engineering, product, AI, IT/operations, partner org, and sales. Sell at the most strategic (C‑level) within the account and implement a broad strategy to gain customer acceptance and service implementation. Collaborate with all appropriate AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests and advocate for the customer in harmony with AWS business needs. Drive new service adoption and new line‑of‑business development. Oversee partnership and technical collaboration with dotted line responsibility. 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 and GTM programs to drive adoption of our ISV partners’ 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 teams. 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
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 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, there’s nothing we can’t achieve in the cloud. Basic Qualifications
Bachelor’s degree in a relevant field or equivalent work experience. 10+ years of technology sales experience. Preferred Qualifications
Experience with the AWS platform, web services, software development, or related technologies. Experience with Financial Service customers. Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. 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 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. Compensation & Benefits
Base salary range for this position varies by location: USA, IL, Chicago - $170,000.00 – $230,000.00 USD annually USA, MI, Detroit - $170,000.00 – $230,000.00 USD annually USA, MN, Minneapolis - $170,000.00 – $230,000.00 USD annually USA, NY, New York - $187,000.00 – $252,900.00 USD annually Salary will include sign‑on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and optional Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits. Company: Amazon Web Services, Inc. Job ID: A3186483
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