Principal Account Manager, ISV

AWS is seeking a world-class sales executive with Global Accounts experience to manage the strategy and relationship with one of AWS’ largest ISV customers on a fast growth trajectory.

This person will be responsible for driving the integration of complex AWS services into the SaaS provider’s global solutions, and ensuring that this customer is building its products on AWS.

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The individual will have extensive big account experience building and nurturing CxO relationships as they will manage the relationship with one of the most important and influential AWS customers and deliver ground-breaking solutions to help its customers achieve the game-changing benefits of the cloud at scale.

Must have experience managing a high revenue, strategically important customer in the market.

You will be responsible for partnering with the customer to build strategic relationships and articulate a clear vision and generate business value.

You will drive business innovation through engagement with C-level executives, business development executives, IT leaders, architects, developers, and various lines of businesses.

The account leader will manage a small team directly, and a broader team across technical and partner development roles. This includes dotted line responsibility for downstream sales and technical resources.

Developing formal case studies and other forms of material highlighting successes, and workloads running on AWS, is part of the role.

Key Job Responsibilities

The successful candidate will be able to demonstrate the following :

• Develop and execute a comprehensive strategy to drive growth globally.
• Establish trusted relationships with C-Suite and Board of F1000 companies by building and conveying compelling value propositions for game-changing technology and innovation.
• Define a CXO relationship strategy within the customer, and identify and build trusted advisor relationships with influencers and decision-makers.

Coordinate executive business reviews, write executive briefing documents, and communicate with the CxOs at the company.

• Demonstrate the ability to think strategically and analytically about business, organizational, and technology challenges of customers.
• Exhibit a high degree of difficult decision-making in routine customer engagement; therefore, business judgment is critical.
• Proven success leading, inspiring, and collaborating cross-organizationally while operating with autonomy to make strategic trade-offs between short-term opportunities and long-term impact.
• Possess an operating knowledge of AWS’s services and relate them to solving customers’ business problems.
• Help define product requirements by understanding and evangelizing the needs of customers.
• Work with marketing and communications to develop references, PR, and case studies highlighting impactful customer activity and workloads running on AWS.
• Effectively communicate with internal teams (executives, solution architects, business development, marketing, partners, enterprise support, service teams, and professional services) and executive resources to support the best business solution for customers.
• Participate and lead the negotiation and closing of commercial agreements, such as EAs, and contracts, such as PPAs.

Minimum Requirements

• 10+ years of direct sales or business development in software, cloud, or SaaS markets selling to C-level executives experience.
• 7+ years of building profitable partner ecosystems experience.
• Experience developing detailed go-to-market plans.

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.

For individuals with disabilities who would like to request an accommodation, please visit https : / / www.amazon.jobs / en / disability / us.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $153,000 / year in our lowest geographic market up to $252,900 / year in our highest geographic market.

Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience.

Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and / or business objectives.

Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and / or other benefits.

For more information, please visit https : / / www.aboutamazon.com / workplace / employee-benefits. This position will remain posted until filled.

Applicants should apply via our internal or external career site.

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