ISV Sales Manager, State & Local Government and Education

Amazon Web Services (AWS); Santa Clara (CA); On-site; USD 128,000 - 213,000; Full time

Job summary

Amazon Web Services (AWS) is on the hunt for an ISV Sales Manager to spearhead SaaS expansions in State and Local Government as well as Education sectors. This role focuses on aligning ISVs with key business and technical objectives, driving the adoption of cutting-edge cloud solutions. The ideal candidate will demonstrate a proven sales record with C-level engagements, alongside the ability to strategize and execute innovative sales plans.

Qualifications

• 5+ years of technology sales experience.
• Track record of operating in greenfield environments.
• Ability to engage with C-level executives.

Responsibilities

• Develop and execute sales strategy for territory.
• Deliver business reviews to senior management.
• Coordinate lead generation and sales enablement activities.

Skills

Sales Strategy

Customer Engagement

Sales Execution

Collaboration

Job description

ISV Sales Manager, State & Local Government and Education

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ISV Sales Manager, State & Local Government and Education

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Join to apply for the ISV Sales Manager, State & Local Government and Education role at Amazon Web Services (AWS)

Description

Are you interested in working with State and Local Government and Higher Education customers as they navigate where to use market-leading Software as a Service (SaaS) solutions built on AWS? Does the prospect of empowering an organization's cloud transformation success by aligning Independent Software Vendors (ISVs) with key business and IT objectives excite you?

Description

Are you interested in working with State and Local Government and Higher Education customers as they navigate where to use market-leading Software as a Service (SaaS) solutions built on AWS? Does the prospect of empowering an organization's cloud transformation success by aligning Independent Software Vendors (ISVs) with key business and IT objectives excite you?

Amazon Web Services (AWS) is seeking an accomplished Sales Representative to drive SaaS solution engagements with State and Local Government, Higher Education, GovTech, and EdTech organizations. As an ISV Sales Manager (ISM) within AWS, you will have the opportunity to drive the expansion and adoption of innovative cloud SaaS solutions for an assigned territory. The ISM role is responsible for creating, driving and closing new sales opportunities with AWS Field Sellers, ISVs and customers. You will be responsible for enabling co-sell with ISV partners and AWS Account Managers to generate net new revenue and drive expansion of SaaS renewals. You will accelerate growth of SaaS solutions sold through Marketplace Channel Partner Private Offers.

The ideal candidate will possess industry knowledge and a ISV sales background that enables them to drive an engagement at the CXO level, as well as with the software developers and IT architects to convey compelling SaaS solutions to solve customer needs. You should have demonstrated ability to create and execute a go to market strategy and think strategically about to address customer priorities and technical challenges.

Key job responsibilities

• Develop and execute territory sales strategy and customer engagement plan that drives revenue through the renewal, expansion and adoption of SaaS solutions
• Prepare and deliver business reviews to senior management team regarding quarterly and year strategies that align with revenue growth expectations.
• Broker internal resources, tools, references and/or investments needed to execute on the business plans in order to help meet the set goals.
• Drive sales execution across activities, including coordination of lead generation-related and joint sales enablement activities between ISVs and the AWS field organizations.
• Lead regular pipeline reviews to ensure pipeline information is thorough and accurate according to AWS’s adoption solution stages. Hold reviews with both ISV and AWS Account Managers to identify best practices to leverage or lessons to be learned.
  
  

About The Team

About AWS

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the 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.

Why AWS?

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Basic Qualifications

• 5+ years of technology or professional services selling to C-level executives.
  
  

Preferred Qualifications

• Demonstrated performance operating in greenfield territory where strategy, and go-to market may not be defined.
• Demonstrated experience working with internal and external stakeholders on complex initiatives.
• Demonstrated success impacting team goals and initiatives.
• Experience selling SaaS solutions, Managed Services, and Enterprise Support.
• Experience exceeding sales targets using a consultative, customer-focused approach.
• Experience working with customers, and partners (such as ISVs and Resellers).
• Experience with contract and statement of work development.
• Moderate Travel Required
  
  

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

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128,500/year in our lowest geographic market up to $212,500/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.


Company - Amazon Web Services, Inc.

Job ID: A2995287

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales, Advertising, and Business Development

• Industries

  IT Services and IT Consulting

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