Account Manager- IT/ITeS (TSG), Technology Services Group, IT/ITeS, AWS India

Amazon; Chennai District; On-site; INR 1,800,000 - 2,400,000; Full time

Job summary

Amazon Web Services (AWS) India seeks an Account Manager to accelerate cloud adoption across the IT/ITeS sector in Tamil Nadu. You will build strategic relationships, influence cloud architecture decisions, and help organizations leverage AWS to deliver innovative solutions to their global customers.

This role focuses on executive engagement, strategic account planning, and leading complex deals through multi-stakeholder procurement cycles, with opportunities to drive consumption growth and

Qualifications

• 6+ years of technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services.
• Experience reaching and exceeding sales revenue goals.
• Experience negotiating with C-level executives, IT, procurement, finance, legal, and internal stakeholders for sizeable commercial/enterprise deals.
• Experience engaging and influencing senior executives, demonstrating familiarity with enterprise decision-making processes.
• Bachelor’s degree in Computer Science, Engineering, a related field, or equivalent experience.
• Knowledge of cloud computing concepts.

Responsibilities

• Drive cloud adoption across IT/ITeS organizations by leading strategic sales initiatives focused on workload migration, application modernization, DevOps transformation, and AI/ML adoption.
• Strategic account planning and execution: develop and execute comprehensive account plans that identify growth opportunities, map stakeholder ecosystems, and align AWS capabilities with customer objectives.
• Executive relationship building with CXOs and delivery heads to position AWS as a strategic partner in digital transformation.
• Solution positioning and value articulation across compute, storage, databases, analytics, AI/ML, and GenAI services.
• Partner ecosystem collaboration with AWS teams to design and deliver proofs-of-concept, pilots, and production deployments.
• Revenue growth and pipeline management: own revenue targets, build a healthy pipeline, forecast, and drive deals through procurement cycles.
• Customer success and expansion: ensure onboarding and adoption of AWS services and drive consumption growth.
• Market intelligence and competitive positioning: stay informed about IT/ITeS trends and opportunities.
• Thought leadership and advocacy: organize workshops, webinars, and events to showcase customer success.
• Cross-functional collaboration with internal AWS teams to deliver solutions and customer experiences.

Skills

Technology sales

Executive engagement

Sales pipeline management

Cloud computing concepts

Education

Bachelor's degree in Computer Science or Engineering

Advanced degree or MBA

Job description

Job Overview

Job ID: 10414744 | AWS India – Tamil Nadu. Amazon Web Services (AWS) India seeks an Account Manager to accelerate cloud adoption across the IT/ITeS sector. The role focuses on building strategic relationships, influencing cloud architecture decisions, and helping organizations leverage AWS to deliver innovative solutions to their global customers.

Key Job Responsibilities

• Drive cloud adoption across IT/ITeS organizations by leading strategic sales initiatives focused on workload migration, application modernization, DevOps transformation, and AI/ML adoption.
• Strategic account planning and execution: develop and execute comprehensive account plans that identify growth opportunities, map stakeholder ecosystems, and align AWS capabilities with customer business objectives and technology road maps.
• Executive relationship building: establish and nurture relationships with C‑level executives, engineering heads, delivery leaders, and practice heads to position AWS as a strategic partner in their digital transformation.
• Solution positioning and value articulation: articulate AWS value propositions across compute, storage, databases, analytics, AI/ML, and GenAI services, demonstrating how these capabilities enable IT/ITeS companies to deliver better outcomes for their end customers.
• Partner ecosystem collaboration: work closely with AWS Partner teams, Solutions Architects, and Professional Services to design and deliver proof‑of‑concepts, pilots, and production deployments that showcase AWS capabilities.
• Revenue growth and pipeline management: own revenue targets, build and manage a healthy sales pipeline, forecast accurately, and drive deals through complex procurement cycles involving multiple stakeholders.
• Customer success and expansion: ensure successful onboarding and adoption of AWS services, identify expansion opportunities across different business units and service lines, and drive consumption growth through strategic engagement.
• Market intelligence and competitive positioning: stay informed about IT/ITeS industry trends, competitive dynamics, and emerging technologies to position AWS effectively and identify new market opportunities.
• Thought leadership and advocacy: organize and participate in workshops, hackathons, webinars, and industry events to build AWS mindshare, showcase customer success stories, and establish AWS as the innovation partner of choice.
• Cross‑functional collaboration: partner with internal AWS teams—including Solutions Architecture, Partner Development, Marketing, and Product teams—to deliver comprehensive solutions and exceptional customer experiences.

Day in the Life

As an Account Manager, you’ll own a portfolio of strategic accounts and drive their cloud journey from initial engagement through large‑scale adoption. Your daily activities include strategic planning, customer engagement, internal collaboration, and deal execution.

• Strategic planning: review account plans, analyze consumption trends, identify whitespace opportunities, and prepare for upcoming customer engagements with clear objectives and value propositions.
• Customer meetings: conduct executive briefings with CXOs and business leaders, technical deep dives with engineering teams, and business reviews with account stakeholders.
• Internal collaboration: work with Solutions Architects on technical proposals, coordinate with Partner teams on joint go‑to‑market initiatives, and engage Product teams to address customer requirements.
• Deal progression: advance opportunities through the sales cycle, address procurement and commercial discussions, negotiate contracts, and remove blockers to close deals.
• Relationship development: build trusted advisor relationships through regular cadence calls, proactive outreach, sharing relevant insights and best practices, and connecting customers with AWS resources and expertise.
• Knowledge building: stay current on AWS service launches, industry trends, competitive landscape, and customer success stories to bring fresh ideas and relevant insights to customer conversations.
• Pipeline management: update CRM systems with accurate opportunity data, forecast revenue, track key milestones, and ensure disciplined account hygiene and reporting.

About the Team

The IT/ITeS segment team focuses on one of India’s most strategic industries, helping organizations transform their operations through cloud and build cloud‑native solutions and services for customers worldwide. It values customer obsession, innovation, and results.

Basic Qualifications

• 6+ years of technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services.
• Experience reaching and exceeding sales revenue goals.
• 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.
• Experience engaging and influencing senior executives, demonstrating a strong familiarity with decision‑making processes in enterprise customers.
• Bachelor’s degree in Computer Science, Engineering, a related field, or equivalent experience.
• Knowledge of cloud computing concepts.

Preferred Qualifications

• Advanced degree, or MBA.
• AWS certification, such as AWS Solutions Architect, or a similar cloud certification, or an Associate’s degree or above.

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.