Amazon Web Services is seeking a senior Enterprise Account Manager to lead a strategic territory of manufacturing and industrial software accounts. The companies in this territory build the software that runs the world's factories - enterprise resource planning, manufacturing execution systems, industrial IoT, and the automation platforms that connect the plant floor to the enterprise. They are modernizing a decades-old technology stack into cloud-native, AI-embedded platforms, and they build on AWS to do it.
This is both a sales leadership and a practice-building role. You will own and grow an anchor account - a global leader in industrial automation and digital manufacturing - while shaping and driving the broader manufacturing-software strategy for the team. You will set the pattern that other account managers follow: how to align to a customer's business outcomes, how to grow a software company's own platform on AWS, and how to turn the first win into a repeatable motion across the territory.
Key job responsibilities
• Own the executive relationship and overall AWS strategy for a strategic anchor account in industrial automation and digital manufacturing, from the C-suite through engineering and operations.
• Grow two complementary motions at each account: the customer's own AWS consumption across product development, manufacturing operations, and enterprise functions; and - for software vendors - the growth of their commercial product built and sold on AWS.
• Build and drive the manufacturing-software strategy for the territory: identify the highest-value workloads, map the buying centers, and define how wins at one account accelerate the next.
• Act as a force multiplier for the team - develop account managers in the practice area, share repeatable methods, and help raise the team's ability to sell to business outcomes rather than individual services.
• Orchestrate the full AWS team - solutions architects, specialists, professional services, and partners - around a coherent account and territory strategy.
• Lead senior, consultative engagements that start from the customer's business objectives and work backward to the technology.
A day in the life
You'll engage automotive and manufacturing technology executives to understand their cloud transformation and AI priorities, collaborate with solution architects to design scalable solutions, and work alongside ISV and partner teams to deliver customer value. Your day might include executive briefings, pipeline reviews, commercial negotiations, and cross-functional collaboration to ensure customer success across a diverse portfolio that could span enterprise software platforms, industrial automation systems, digital automotive marketplaces, mobility and telematics solutions, or AI infrastructure workloads.
BASIC QUALIFICATIONS
- 7+ years of technology related sales, business development or equivalent experience
- Named/strategic account ownership
- Experience selling cloud, software, or complex technical solutions to large enterprises at the executive level.
- Experience owning and growing a book of strategic accounts and carrying a quota.
PREFERRED QUALIFICATIONS
- • Experience in the manufacturing, industrial, or automotive technology sector, or selling to independent software vendors (ISVs) that serve those industries.
- • A track record of building a practice, territory strategy, or repeatable sales motion - not only managing an existing book.
- • Experience developing or mentoring other sellers and leading cross-functional pursuit teams.
- • Fluency translating customer business outcomes into technical strategy, and comfort operating from the plant floor to the boardroom.
- • Bachelor's degree or equivalent practical experience.
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, GA, Atlanta - 170,000.00 - 230,000.00 USD annually
