Amazon

Principle Account Manager, Digital Natives, Strategic Accounts

Amazon$187K — $252K *
Enterprise Technology
5 - 7 years of experience
Job Overview by Ladders

Qualifications

  • 6+ years of experience negotiating multi-million dollar contracts
  • 4+ years of executive communication and presentation experience
  • Proficient in AWS products, services, pricing, and technical knowledge
  • 10+ years of experience in enterprise sales, account management, or cloud technology business development
  • Experience managing complex enterprise accounts preferred

Responsibilities

  • Drive revenue growth and manage consumption quotas for Digital Native customers
  • Establish and nurture C-level and VP-level relationships for strategic engagement
  • Lead intricate, multi-year commercial negotiations across various business functions
  • Develop and implement the strategic account plan for 12-18 months
  • Maintain accurate sales pipeline and deliver reliable forecasts
  • Understand customer business models and technology strategies to position AWS as a partner

Benefits

  • Health insurance (medical, dental, vision, prescription, life/AD&D insurance)
  • Mental health support and resources
  • 401(k) matching
  • Paid time off and parental leave
  • Flexible Spending Accounts
  • Adoption and Surrogacy Reimbursement coverage
Full Job Description
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

About Amazon

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Amazon Careers

Joining Amazon presents an unparalleled opportunity to become part of a vibrant team pushing the boundaries of innovation and growth in the global marketplace. As a leader in e-commerce, technology, and logistics, Amazon offers a variety of job opportunities that cater to a range of skills and professional interests. Work You’ll Do At Amazon, every day is an opportunity to collaborate with the brightest minds in technology and business to redefine what’s possible. Whether you’re interested in software development, marketing, human resources, or customer service, Amazon has a position waiting for you. Transform the way the world shops and innovates with our diverse and inclusive team. Amazon is not just a company; it’s a community where you can drive real change and contribute to projects impacting millions globally. Lead with Innovation and Leadership Amazon is the perfect place to enhance your leadership and innovation skills. Our culture encourages pushing the envelope and imagining the unimaginable. Here, you will lead projects that challenge the status quo and define new industry standards. Work with a team that values diversity and is committed to creating an inclusive environment. Our leadership is focused on harnessing the collective power of unique perspectives to foster growth and innovation. Explore Amazon’s Employment Benefits Amazon’s commitment to its employees extends beyond just career growth. We offer competitive benefits, including health care, parental leave, and diversity training, ensuring that our team not only excels professionally but also enjoys well-being and security. Internship and Networking Opportunities Start your career with an Amazon internship and gain hands-on experience that matters. Our internships provide a gateway to full-time employment and an opportunity to network with professionals across various sectors of the company. Future-Proof Your Career With Amazon, your career path is filled with numerous opportunities for advancement. Our learning and development programs are designed to nurture your professional growth and keep you at the forefront of industry trends. Stay Connected Join Our Team Discover the job opportunities at Amazon that match your skills and interests. We are constantly on the lookout for passionate, curious, and innovative team players ready to make a difference. Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. Job Alert Emails Customize your subscription to receive job alerts, the latest news, and insider tips tailored to your preferences. Explore the exciting and rewarding career opportunities that await at Amazon. Amazon is more than just a company—it’s a platform for building a promising future. Whether you’re starting or looking to advance your career, Amazon offers the resources, support, and network you need to succeed. Join us, and be a part of our continuing mission to be Earth's most customer-centric company.
Learn more about Amazon
Size
1,608 employees
Market Cap
$832.6 billion
Industry
Net Income
$21.3 billion
Founded
1994
5 Year Trend
+28.1%
Revenue
$386 billion
NASDAQ

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