Telco ISV Global Account Manager
About The Position
AWS is seeking a world-class sales professional to lead and grow our strategic relationship with one of the largest global Telco network equipment providers. As a Global Account Manager within AWS Global Telco, you will drive digital transformation through strategic engagement with C-level executives, IT decision-makers, and key business leaders across one of AWS's most strategic global accounts. You will define and execute a comprehensive account strategy that drives revenue growth, deepens customer adoption across the full AWS portfolio — including compute, networking, storage, AI/ML, Generative AI, and edge solutions — and positions AWS as the preferred cloud partner for next-generation telco workloads. This role requires deep understanding of the telecommunications industry, with particular expertise in how network equipment providers are transforming their business models through cloud adoption. On a daily basis, you will empower your customer to solve complex challenges, delivering measurable business outcomes while guiding them to become more agile, innovative, and efficient. You will establish AWS as the strategic cloud technology provider, leveraging the fastest pace of innovation, broadest and deepest functionality, most secure computing environment, and most proven operational expertise in the industry.
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
- Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
- Knowledge of the Telecommunications industry, particularly network equipment providers (NEPs) and their cloud transformation journey
Nice To Haves
- Experience with AWS and technology as a service (IaaS, SaaS, PaaS)
- Experience and track record of exceeding sales goals
- Track record of winning in competitive/challenger account environments where you are not the incumbent
- MBA or advanced degree preferred
Responsibilities
- Define and execute a comprehensive account strategy for a global Telco ISV/NEP, driving revenue targets and long-term growth.
- Work backwards from the customer's business needs to accelerate adoption of the most appropriate AWS services and programs.
- Create compelling value propositions around AWS products, services, and partnership programs (co-sell, co-build, Marketplace) to consistently deliver on desired customer outcomes — including SaaS transformation, GenAI adoption, and cloud-native network solutions.
- Engage at the C-Suite level as well as with software architects and engineering teams.
- Use interpersonal skills to influence stakeholders from technical teams to executives, ensuring short-term technology decisions align with long-term business goals.
- Drive solutions discussions diving deep into complex challenges — including modernization, migration, AI/ML, and infrastructure optimization for telco workloads.
- Recommend AWS products and services aligned with how the ISV delivers solutions to their end customers (Telco operators globally).
- Partner with Solutions Architects, Technical Account Managers, Professional Services, Partner teams, and GTM resources to define and execute strategy.
- Coordinate global resources across regions to support the ISV's worldwide customer base.
- Build and manage a robust pipeline across the ISV's end-customer opportunities, identifying new workloads in GenAI, SaaS, network transformation, and managed services.
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
- sign-on payments
- restricted stock units (RSUs)
- sales incentives
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What This Job Offers
Job Type
Full-time
Career Level
Senior
