Principal Account Manager

Amazon Web Services (AWS); Mumbai; On-site; INR 2,500,000 - 5,000,000; Full time

Job summary

Amazon Web Services India Private Limited seeks a Principal Account Manager to drive enterprise cloud adoption among large Enterprise and Digital Native accounts in India. The role emphasizes building executive relationships with CXOs, articulating AWS value, and guiding coverage plans across Business and IT.

Strong technical grounding in cloud computing and a self-starter mindset are required. The ideal candidate will blend business development with technical acumen to identify opportunities,

Qualifications

• 5+ years of enterprise sales or account management experience with large customers
• Experience engaging with C-level executives (CXO level)
• Strong analytical skills, attention to detail, and ability to communicate effectively
• Experience delivering against long-term strategic goals for large organizations

Responsibilities

• Develop long-term strategic relationships with CXOs across Business and IT
• Collaborate with cross-functional teams to position AWS as the preferred cloud platform
• Maintain and drive sales activity in CRM systems
• Articulate compelling value propositions around AWS services
• Lead executive engagement and coverage planning to meet business objectives

Skills

Executive engagement

Strategic sales

Cloud computing basics

CRM / SFDC hygiene

Cross-functional collaboration

Presentation to CXOs

Communication skills

Negotiation and deal closure

Account management

Education

Engineering background

MBA (preferred)

Tools

SFDC (Salesforce)

Job description

Description

Do you have the business savvy and the technical background necessary to help establish Amazon as a key technology platform provider? Amazon Web Services India Private Limited is leading the next paradigm shift in computing and is looking for world-class candidates to join our–enterprise business.

Description

Do you have the business savvy and the technical background necessary to help establish Amazon as a key technology platform provider? Amazon Web Services India Private Limited is leading the next paradigm shift in computing and is looking for world-class candidates to join our–enterprise business.

As a Principal Account Manager for AWS India, your responsibilities will include building and driving the strategy to increase adoption, and market penetration in large Enterprise and Digital Native accounts to build long-term business and marketing opportunities. The ideal candidate will possess a business development background to engage at all levels of a customer organization, including C-levels of the business and IT. He/She will also demonstrate a sound technical competency focused on the IT landscape and cloud computing. He/she should be a self-starter who is prepared to develop and execute a coverage plan aligned to business objectives.

Key job responsibilities

Develop long-term strategic relationships with customer CXO’s across Business and IT.

• Work closely with cross-functional teams to ensure that AWS is the partner's preferred cloud computing platform across all service lines.
• Maintain an updated record of all sales activity in the CRM and other related systems.
• Create & articulate compelling value propositions around AWS services.
• Possess the technical ability to explain (not implement) Cloud Computing, infrastructure solutions (Server, Storage, DC Services) & Internet architectures (firewalls, load balancers, etc).

The candidate would drive regular and deeper executive engagement between customer and AWS and ensure “Top to Top” connect from both sides.

He/she should be a self-starter who is prepared to develop and execute against a coverage plan business objectives

A day in the life

Research and preparation for the day’s customers meetings and calls

Collaborate with Cross functional teams on pitches and demos

Customer meeting(s) and customer cadence calls

Stakeholder mapping

Ensure high standards and maintain SFDC hygiene

Ensure timely communication with External and Internal stakeholders

About The Team

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

Diverse Experiences

Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Basic Qualifications

• Experience that includes strong analytical skills, attention to detail, and effective communication abilities, or experience working with customers with a passion for delivering exceptional service
• Experience engaging and presenting to senior executives (CXO level).
• 5+ years of exceeding quota and key performance metrics experience
• Experience engaging with and influencing C-level executives
• Can communicate effectively with all levels of the organization
• Experience delivering against a large organization's long-term strategy and goals
• 10+ years of sales or account management experience
• A strong track record of success in previous roles, working with Digital Native or Enterprise customers.
• Technical competencies in the areas of cloud computing, SOA, web services and enterprise software.

Preferred Qualifications

• Experience in sales or sales management of infrastructure or cloud technology
• Experience selling to line-of-business leaders and technology
• Preferably Engineer / MBA. A technical background in engineering, computer science, or MIS a plus. Highly desirable, yet optional attributes include:
• Experience as an entrepreneur or building a new business segment from scratch in a small or a large company.
• Experience operating in a ‘challenger’ mode - where the candidate has had to swim ‘upstream’ (eg compete against established rivals, or in new/difficult markets) and challenge status-quo (sold a new ‘way’ of doing something).

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

Company - AWS India - Haryana

Job ID: A10457453