Global Account Manager, ISV

Amazon • Seattle, WA

16h

About The Position

As a Global Account Manager you will work on the most successful ISV customers
and complex opportunities, taking a leading role in developing their long-term
strategy with AWS. Combining an informed view of the market with a deep
understanding of emerging technology trends, you will support innovation across
the segment. As a recognized thought leader, your influence on the strategy of
our customers will be built through role modelling and delivery or bar-raising
guidance to the broader ISV team.

The ISV team focuses on Australian headquartered software companies who produce,
maintain and distribute software on a global scale. Our customers are business
to business providers who generate revenue through software license sales or
Software as a Service (SaaS) subscriptions. We help ISV customers leverage the
cloud and modernize their platforms to reduce cost, increase agility and
ultimately build better software products. We work at the edge of technology
innovation in partnership with our ISVs and are focused on helping traditional
ISVs transform, whilst also enabling the next generation of ‘born on the cloud’
Australian Unicorns.

The ISV Account Manager will be part of a global team supporting our leading
Australian software companies (ISV's). In this role, they will create compelling
value propositions around AWS products, services and programs to help
consistently deliver on desired customer outcomes. The blend of sales and
technical skills this role requires will enable engagement at the C-Suite level,
as well as with software developers and architects. Analytical thinking and the
ability to thrive in fast-paced dynamic environments will be vital to enhance
the ability to support our software customers build on AWS in new ways, and help
them deliver those products to the market.

Requirements

• 12+ years of sales or sales management in infrastructure or cloud technology experience
• Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals
• Bachelor's degree, or MBA in computer science, engineering, analytics, mathematics, statistics, IT or equivalent

Nice To Haves

• Experience with the AWS platform, web services, software development, or related technologie
• Experience in management of large, complex enterprise accounts or equivalent
• Experience negotiating complex deals with customers and partners or equivalent
• 4+ years of stakeholder or account management experience, or experience with AWS services or other cloud offerings
• Experience and track record of exceeding sales goals

Responsibilities

• Work with customers to accelerate their business outcomes, and recommend AWS products and services in line with business needs.
• Drive solutions discussions with your customers, diving deep into the details to solve complex challenges.
• Work backwards from your customer's business needs to accelerate adoption of the most appropriate AWS services.
• As a trusted advisor, use your interpersonal skills to influence a variety of stakeholders from technical teams to executives, and help ensure short-term technology decisions are aligned with long-term goals.
• Help define the strategy by engaging and partnering with highly technical teams (Solutions Architects, Technical Account Managers, AWS professional services consultants and consulting/managed services partners).
• Act as a thought leader in the wider community, playing a key role in educating, sharing best practices, presenting at events, writing white papers, blogs, and running workshops.
• Serve as a key member of the ISV Sales team through influencing decision makers across multiple domains, to ensure customer success in building solutions on AWS which align to long-term business goals.

Benefits

• health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage)
• 401(k) matching
• paid time off
• parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level