Principal Account Manager, ISV

Amazon • Mountain View, CA

1d

About The Position

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, and leading the extended team so both the customer and AWS
grow. In addition to being customers, the ISVs partner with AWS on Go-To-Market
programs, and our respective sales teams work together in the field. The
Principal Account Manager will work closely with the AWS Partner Team to ensure
they are developing programs that are aligned with the ISV customers' strategy.
It is critical that the Principal Account Manager has an extensive track record
of building and nurturing senior level relationships with complex customers, has
a hands-on approach to developing new opportunities, has public cloud technical
acumen, and has led a large team of extended resources.

As part of the AWS ISV sales team, you will have the opportunity to work
alongside a motivated team that values and encourages diversified perspectives
and ideas to best equip customers with the most innovative and comprehensive
solutions. The individual will have extensive big account experience building
and nurturing CxO relationships as they will manage the relationship with some
of the most important and influential AWS customers and deliver ground-breaking
solutions to help their customers achieve the game-changing benefits of the
cloud at scale. Must have experience managing high revenue, strategically
important customers.

Requirements

• Bachelor's degree or equivalent
• 10+ years of cloud sales experience to Enterprise customers

Nice To Haves

• Experience with AWS technologies

Responsibilities

• The Principal Account Manager is responsible for teaming up with all aspects of the customer’s organization. This includes C-level executives, engineering, product, AI, IT/operations, partner org, and sales. Skills required to build relationships across an account include creative systems thinking, visioning, and executing via collaboration with an extended team to address all ISV customer's needs.
• The Principal 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. The Principal Account Manager works collaboratively with all appropriate AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests, and will understand how to strongly advocate for the customer in harmony with what the 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.
• 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, 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.

Benefits

• Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives.
• Amazon also offers comprehensive benefits including 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, and parental leave.

What This Job Offers

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