Principal Account Manager, Strategic ISV Sales

Amazon • Minneapolis, MN

1d

About The Position

We are looking for a talented individual who would like to be part of an
organization driving hyper-growth and helping SaaS ISVs operate on AWS and
innovate on our platform. Do you have the business savvy to lead a
cross-functional team that includes specialists, solution architects, and
product and partner teams to deliver business growth for AWS and our ISV
customers? AWS is seeking an experienced Principal Account Manager for Strategic
ISV Sales to lead and expand the business with our hottest ISV customers.

The Principal Account Manager is responsible for creating and executing the
account strategy, and leading the extended team so the customer achieves its
growth targets, thereby AWS achieving increased levels of revenue and service
growth. In addition to being a customer, 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, public cloud
technical acumen, and has led a large team of extended resources.

The Principal Account Manager is responsible for teaming with all aspects of the
customer’s organization. This includes C-level executives, engineering,
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
Account Manager is responsible for selling at the most senior (C-level) within
the account and implementing a broad strategy for earning customer acceptance
and AWS service implementation. The 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
customer and balance that with AWS business needs. This includes dotted line
responsibility for partnership and technical collaboration.

Requirements

• Bachelor's degree or equivalent
• 10+ years of technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services experience
• Sales successes and outcomes within a consumption-based revenue recognition model (ex. land and expand motions)
• Demonstrated strength in establishing and maintaining senior executive (technical and non-technical) relationships with high-growth technology organizations.

Nice To Haves

• Experience identifying, developing, negotiating, and closing large-scale technology projects for global customers
• Experience taking a leading role in building complex software or computing infrastructure that has been successfully delivered to customers
• - Understanding of the AI technology landscape including model training and inference, AI application architectures, and compute infrastructure (GPU/custom silicon)
• Success in operating within the unique characteristics, opportunities associated with Private Equity-owned technology organizations.

Responsibilities

• 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
• Build and motivate a team of high performing sales professionals
• Engage and direct functional teams such as demand generation 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

• 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