Sr. ISV Account Manager

Amazon • Santa Monica, CA

3d • Onsite

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 Sr. 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 Sr. 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 Sr. 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

• 7+ years of tech sales experience to enterprise customers
• Bachelors degree or equivalent experience

Nice To Haves

• Experience with AWS technologies

Responsibilities

• Teaming up with all aspects of the customer’s organization, including C-level executives, engineering, product, AI, IT/operations, partner org, and sales.
• Building relationships across an account through creative systems thinking, visioning, and executing via collaboration with an extended team to address all ISV customer's needs.
• Selling at the most strategic (C-level) within the account and implementing a broad strategy for earning customer acceptance and service implementation.
• Working collaboratively with all appropriate AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests, and advocating for the customer in harmony with AWS business needs.
• Driving new service adoption and new line of business development.
• Partnership and technical collaboration.
• Exceeding annual revenue and 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.
• Engaging and directing functional teams such as demand generation and curating 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: Senior
• Education Level: Associate degree