Senior Account Manager, Retail ECOM

Amazon • Cupertino, CA

5d • $142,800 - $212,600

About The Position

The Sr. Account Manager is responsible for managing end-to-end customer
relationships within the Retail and E-Commerce vertical, driving cloud adoption
and revenue growth across AWS's 200+ services, with particular emphasis on GenAI
and Agentic AI solutions. This role requires deep industry expertise in
retail/e-commerce business models, strategic account planning, and the ability
to engage C-suite executives to drive digital transformation and AI-powered
innovation initiatives.

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.

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.

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 (diversity) conferences,
inspire us to never stop embracing our uniqueness.

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.

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.
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving
revenue, adoption, and growth from the largest and fastest growing small- and
mid-market accounts to enterprise-level customers including public sector. The
AWS Global Support team interacts with leading companies and believes that
world-class support is critical to customer success. AWS Support also partners
with a global list of customers that are building mission-critical applications
on top of AWS services.
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.

We empower retail and e-commerce leaders to transform businesses through AWS
cloud innovation.

Our Culture: We drive excellence through ownership—yet never alone. Each Account
Manager owns their territory end-to-end, but we lift each other up through
knowledge sharing and collective problem-solving. We embrace growth mindsets,
champion customer obsession with backbone, and execute with urgency. We
celebrate wins together and rally when teammates need support.

What Makes Us Different: We're not selling services—we're partnering with retail
leaders to reimagine customer experience and optimize operations. We bring
industry expertise, technical credibility, and genuine commitment.

Together, we're building the future of retail on AWS.

Requirements

• Experience identifying, developing, negotiating, and closing large-scale technology deals
• Experience building strategic relationships with stakeholders, including communicating and collaborating across teams and functions
• 6+ years of technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services experience
• Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
• Experience engaging and influencing C-level executives, both business and technical

Nice To Haves

• Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or a related field
• Experience in e-commerce/Hi-tech/Retail industry or management consulting with focus on one of these industries
• 4+ years of building profitable partner ecosystems experience

Responsibilities

• Manage customer relationships across retail and e-commerce accounts, serving as the primary AWS point of contact
• Develop and execute strategic account plans aligned to customer business outcomes and AWS growth objectives
• Drive annual revenue quota through new workload acquisition, service expansion, and multi-year agreements
• Build and maintain executive relationships with C-level stakeholders including Chief Digital Officers, Chief Marketing Officers, Chief Merchandising Officers, Chief Product & Technology Officers, and Chief Information Officers
• Identify, qualify, and close sales opportunities across all stages (Prospect through Closed/Won)
• Articulate AWS value propositions for retail-specific use cases including e-commerce platforms, personalization, supply chain optimization, customer data platforms, and omnichannel experiences
• Collaborate with Solutions Architects, Customer Solutions Managers, Technical Account Managers, Partner Sales/Development Managers, and Specialist Sales teams to deliver comprehensive solutions and drive partner opportunities
• Leverage AWS Migration Acceleration Program (MAP), Professional Services, and partner ecosystem to accelerate customer adoption
• Coordinate with Marketing on customer references, case studies, and industry events
• Maintain accurate pipeline and forecast data in Salesforce (SFDC)
• Conduct regular business reviews with customers and internal stakeholders
• Track key performance indicators including pipeline, win rates, customer meetings, and partner engagements
• Develop Value Maps and business cases demonstrating ROI and TCO benefits

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, and parental leave

What This Job Offers

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