Principal ISV Account Manager

Amazon Web Services, Inc.; San Francisco (CA); On-site; USD 200,000 - 280,000; Full time

Job summary

Amazon Web Services (AWS) seeks a Principal Account Manager for Strategic ISV Sales to lead growth with top ISV customers and align cross-functional teams—solution architects, product and partner groups—toward shared revenue targets. The role combines strategic account planning with hands-on opportunity development and executive engagement.

Success requires a proven track record of cultivating senior relationships, a customer-first mindset, and the ability to drive GTM programs with partner

Qualifications

• 10+ years of technology related sales, business development or equivalent experience.
• Extensive track record of building and nurturing senior-level relationships with complex customers.

Responsibilities

• Teaming with all aspects of the customer's organization, including C-level executives, engineering, IT/operations, partner org and sales.
• Sell at the most senior (C‑level) within the account and implement a broad strategy for earning customer acceptance and AWS service implementation.
• Collaborate with Executives, Partner, Support, Solution Architect to support customer interests and balance with AWS business needs.
• Develop long-term strategic relationships with AWS Executives and Partner management teams.
• Increase and foster very high customer satisfaction and manage travel as needed.

Job description

We are looking for a talented individual who would like to be part of an organization driving hyper-growth and helping SaaS ISVs operate on AWS and innovate on our platform. Do you have the business savvy to lead a cross‑functional team that includes specialists, solution architects, and product and partner teams to deliver business growth for AWS and our ISV customers? AWS is seeking an experienced Principal Account Manager for Strategic ISV Sales to lead and expand the business with our hottest ISV customers.

The Principal Account Manager is responsible for creating and executing the account strategy, and leading the extended team so the customer achieves its growth targets, thereby AWS achieving increased levels of revenue and service growth. In addition to being a customer, the ISVs partner with AWS on Go‑To‑Market programs, and our respective sales teams work together in the field. The Principal 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 Principal 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, public cloud technical acumen, and has led a large team of extended resources.

Key job responsibilities

The Principal Account Manager is responsible for teaming with all aspects of the customer's organization. This includes C‑level executives, engineering, 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 Account Manager is responsible for selling at the most senior (C‑level) within the account and implementing a broad strategy for earning customer acceptance and AWS service implementation. The 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 customer and balance that with AWS business needs. This includes dotted line responsibility for partnership and technical collaboration.

A day in the life

• Drive adoption of AWS' full suite of services into a portfolio of Strategic ISV customers
• Exceed annual revenue and design 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
• Build and motivate a team of high performing sales professionals
• Engage and direct functional teams such as demand generation 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

About the team

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.

Diverse Experiences

AWS 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.

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 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:

• 10+ years of technology related sales, business development or equivalent experience
• Experience w