Principal ISV Account Manager

Amazon Web Services (AWS)

Seattle (WA)

On-site

USD 170,000 - 230,000

Full time

14 days+

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Benefits offered by this job

Health insurance

401(k) matching

Paid time off

Parental leave

Job summary

Amazon Web Services (AWS) seeks a Principal Account Manager for Strategic ISV Sales to lead and expand business with our most strategic ISV customers. You will drive account strategy, lead a large cross-functional team, and shape GTM programs with partners to accelerate revenue and service growth.

The role requires a demonstrated track record of engaging senior executives, building lasting relationships, and delivering complex enterprise opportunities. Travel is expected in normal times.

Qualifications

10+ years of technology related sales, business development or equivalent experience.
Experience presenting to and negotiating with C-level executives for sizeable commercial/enterprise deals.
Proven track record of building and nurturing senior level relationships with complex customers.
Experience with AWS and technology as a service (IaaS, SaaS, PaaS).

Responsibilities

Create and execute the account strategy and lead the extended team to achieve growth targets.
Collaborate with AWS Partner Team to align ISV programs with customer strategy.
Develop long-term strategic relationships with AWS Executives and Partner management teams.
Oversee operational aspects of the business (SFDC, processes) and drive GTM initiatives.

Skills

Executive negotiations

Executive presentation

Strategic account management

Cross-functional leadership

Business development

Tools

SFDC

Job description

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.

Key job responsibilities

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.

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 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

Preferred Qualifications

Experience with AWS and technology as a service (IaaS, SaaS, PaaS)

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 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.

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.