The Principal Account Manager owns the end-to-end commercial relationship with one or more of AWS's largest Digital Native customers companies born in the cloud with complex, high-scale infrastructure needs. The AM is accountable for the customer's revenue growth, deal strategy, executive engagement, and long-term strategic partnership with AWS.
Key job responsibilities
Drive and deliver against quota including consumption growth, committed spend (PPA/EDP) renewals, and new workload adoption
Build and maintain C-level and VP-level relationships; develop and execute an executive engagement strategy that connects AWS leadership (VP+) with customer counterparts
Lead complex, multi-year commercial negotiations (PPAs, EDPs, Marketplace deals) working across Legal, Finance, SCE, and service teams
Own the strategic account plan: define 12-18 month vision, identify white-space opportunities, map customer org and decision-makers, and orchestrate the extended account team (SA, CSM, TAM, Specialists, Partners, ProServe)
A day in the life
Maintain accurate pipeline, deliver reliable forecasts, and ensure opportunity hygiene across all open deals
Deeply understand the customer's business model, competitive landscape, product roadmap, and technology strategy to anticipate needs and position AWS as a strategic partner
BASIC QUALIFICATIONS
- 6+ years of multi-million dollar contract negotiation experience
- 4+ years of communicating with and presenting to executive and senior audiences experience
- Experience in AWS products and services, including pricing and technical knowledge
- 10+ years in enterprise/strategic sales, account management, or business development in cloud/technology
PREFERRED QUALIFICATIONS
- Experience in management of large, complex enterprise accounts or equivalent
The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including 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. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, CA, San Francisco - 187,000.00 - 252,900.00 USD annually