ISV Account Manager, Emerging ISV

Amazon • Arlington, VA

4d • Onsite

About The Position

AWS is seeking an experienced Sr. Account Manager to sell to Strategic ISVs and expand business with Emerging ISV customers. This role involves setting long-term strategy and executing daily to grow customers who also partner with AWS as ISVs with multiple Go-To-Market (GTM) goals. The Account Manager will build and maintain broad relationships, develop and manage opportunities, and facilitate a large team of extended resources. The position requires teaming with all aspects of the customer’s organization, including C-level executives, engineering, IT/operations, partner organization, and sales. Key skills include creative systems thinking, visioning, and executing via collaboration to address all ISV customer needs. The Account Manager is responsible for selling at the most strategic (C-level) within the account and implementing a broad strategy for earning customer acceptance and service implementation. This role works collaboratively with appropriate AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests and advocate for the customer in harmony with AWS business needs. In addition to new service adoption and new line of business development, this role includes dotted line responsibility for partnership and technical collaboration.

Requirements

• 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
• Experience identifying, developing, negotiating, and closing large-scale technology deals
• Experience positioning and selling innovative solutions to new and existing customers and market segments
• Experience building customer relationships, identifying business opportunities for clients and increasing adoption and utilization of company products
• Experience managing, analyzing and communicating results to senior leadership

Nice To Haves

• Experience with AI/ML technologies
• Experience in technical/IT related sales with medium to large software vendors/customers
• Knowledge of software development practices and data center/infrastructure/networking technologies

Responsibilities

• Setting a long-term strategy and executing daily to grow customers
• Building and maintaining broad relationships
• Developing and managing opportunities
• Facilitating a large team of extended resources
• Teaming with all aspects of the customer’s organization, including C-level executives, engineering, IT/operations, partner org, and sales
• Selling at the most strategic (C-level) within the account
• Implementing a broad strategy for earning customer acceptance and service implementation
• Working collaboratively with all appropriate AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests
• Advocating for the customer in harmony with what the AWS business needs
• Dotted line responsibility for partnership and technical collaboration (for new service adoption and new line of business development)

Benefits

• Sign-on payments
• Restricted stock units (RSUs)
• Sales incentives
• 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: Senior
• Education Level: No Education Listed