Principal ISV Account Manager

Amazon • Austin, TX

1d • Onsite

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.

Requirements

• Bachelor's degree or equivalent
• 10+ years of tech sales experience to enterprise customers

Nice To Haves

• Experience with AWS technologies

Responsibilities

• Teaming with all aspects of the customer’s organization, including C-level executives, engineering, IT/operations, partner org, and sales.
• Building relationships across an account using creative systems thinking.
• Visioning and executing via collaboration with an extended team to address all ISV customer's needs.
• Selling at the most senior (C-level) within the account and implementing a broad strategy for earning customer acceptance and AWS service implementation.
• Working collaboratively with all appropriate AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests.
• Advocating strongly for the customer while balancing with AWS business needs.
• Dotted line responsibility for partnership and technical collaboration.
• Driving adoption of AWS’ full suite of services into a portfolio of Strategic ISV customers.
• Exceeding annual revenue and design win targets.
• Driving 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.
• Building and motivating a team of high performing sales professionals.
• Engaging and directing functional teams such as demand generation to curate a healthy sales pipeline.
• Collaborating with partners to oversee enablement trainings and account prospecting workshops.
• Managing all operational aspects of the business in partnership with Sales Ops; SFDC, etc.
• Developing long-term strategic relationships with AWS Executives and Partner management teams.
• Embracing and driving the Amazon culture; leading through our Leadership Principles.
• Increasing and fostering 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
• sign-on payments
• restricted stock units (RSUs)
• sales incentives

What This Job Offers

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