Principal Account Manager, Strategic Accounts

Amazon • Seattle, WA

1d

About The Position

AWS is seeking an experienced Principal Strategic Account Manager to lead and
continue to expand the business with one of our company’s largest and most
innovative customers.

The Strategic Account Manager will be a key member of the team responsible for
providing business leadership and creative direction for this highly visible
customer. You will build and maintain broad relationships in the account,
develop and manage opportunities, and lead a large team of extended resources.
You will define the executive relationship strategy within the account;
including building a strong working relationship with the AWS senior leadership
team for executive sponsorship, executive business reviews, and shaping
go-to-market opportunities.

Do you look around corners for ways to engage and service customers? Are you
passionate about using technology to solve business problems that have big
customer impact?

Come build the future with us!

AWS values diverse experiences. Even if you do not meet all of the
qualifications and skills listed in the 8 description, we encourage candidates
to apply. If your career is just starting, hasn’t followed a traditional path,
or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted
cloud platform. We pioneered cloud computing and never stopped innovating —
that’s why customers from the most successful startups to Global 500 companies
trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led
affinity groups foster a culture of inclusion that empower us to be proud of our
differences. Ongoing events and learning experiences, including our
Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity)
conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s
Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and
other career-advancing resources here to help you develop into a better-rounded
professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the
expense of sacrifices at home, which is why we strive for flexibility as part of
our working culture. When we feel supported in the workplace and at home,
there’s nothing we can’t achieve in the cloud.

The AWS Industries team is committed to helping industry customers enable their
digital transformation journeys. Our primary goal is to meet customers where
they are in their cloud journey and work backwards from their industry specific
needs to transform their business and their entire industry. Our team speaks the
language of our industry customers, which means that we focus on business
outcomes and industry use cases on behalf of our customers, whether that is how
we build products and solutions, how we sell, how we deliver, or how we partner.

Requirements

• 12+ years of sales or sales management in infrastructure or cloud technology experience
• Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent
• Bachelor's degree, or MBA in computer science, engineering, analytics, mathematics, statistics, IT or equivalent

Nice To Haves

• Experience with AWS and technology as a service (IaaS, SaaS, PaaS)
• Experience as primary account manager of a global federated enterprise working with multiple business units and influencing governance and policy or equivalent
• Experience in large complex deal negotiations with a successful track record
• 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

• Leading and directing the AWS customer account team.
• Identifying and building trusted advisor relationships with key influencers and decision-makers, specifically CxOs, at the customer.
• Working closely with internal AWS teams (executives, solution architects, business development, marketing, partners, enterprise support, service teams and professional services), as well as external SI and ISV partners, to support the best business solution for customers.
• Defining a CXO relationship strategy within the customer, coordinating executive business reviews, and maintaining customer satisfaction levels.
• Candidate should have strong leadership presence and be able to command a room in a meeting. They should be seen as an authority in communicating via email, phone, and face to face. They must be comfortable writing executive briefing documents for, and communicating with, the most senior executives at the company.
• Operating with significant autonomy and discretion, a high degree of decision making is required in routine customer engagement. Business judgment is critical.
• Managing the sales pipeline via Salesforce and facilitating all stages of a sale.
• Participates and leads in the negotiation and closing of legal agreements and complex contracts.
• Maintains an operating knowledge of AWS’s service catalog and is able to relate them to solving customers’ business problems.
• Helps define product requirements by understanding and evangelizing the needs of customers.
• Working with marketing and communications to develop formal references, PR and case studies highlighting impactful customer activity and workloads running on AWS.

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