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.
Key job responsibilities
Team up with all aspects of the customer's organization. This includes C-level executives, engineering, product, AI, IT/operations, partner org, and sales. Skills required to build relationships across an account include creative systems thinking, visioning, and executing via collaboration with an extended team to address all ISV customer's needs.
The Sr. Account Manager is responsible for selling at the most strategic (C-level) within the account and implementing a broad strategy for earning customer acceptance and service implementation. The Sr. Account Manager works collaboratively with all appropriate AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests, and will understand how to strongly advocate for the customer in harmony with what the AWS business needs. In addition to new service adoption and new line of business development, this role includes dotted line responsibility for partnership and technical collaboration
- Exceed annual revenue and win targets
- Drive 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
- Engage and direct functional teams such as demand generation and curate a healthy sales pipeline
- Collaborate with partners to oversee enablement trainings and account prospecting workshops
- In partnership with Sales Ops, manage all operational aspects of the business; SFDC, etc.
- Develop long-term strategic relationships with AWS Executives and Partner management teams
- Embrace and drive the Amazon culture; lead through our Leadership Principles
- Increase and foster very high customer satisfaction.
- In normal business times there will be moderate travel
BASIC QUALIFICATIONS
- Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals
- 7+ years of technology/software sales experience, or Bachelor's degree in computer science, engineering, mathematics or equivalent
PREFERRED QUALIFICATIONS
- Experience with the AWS platform, web services, software development, or related technologie
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 - 157,100.00 - 212,600.00 USD annually
USA, WA, Seattle - 142,800.00 - 193,200.00 USD annually
