Senior Sales Manager, Digital Native Strategic Accounts

Tech Sales Jobs; San Francisco (CA); On-site; USD 206,000 - 278,000; Full time

Job summary

Amazon is seeking a Senior Sales Manager in San Francisco, CA to lead a small team of Senior Strategic Account Managers across three Digital Native accounts. You will drive revenue, manage executive relationships, and coordinate enterprise negotiations while ensuring a strong, qualified pipeline.

You will work with AWS-related offerings, cloud infrastructure, data, and AI/ML solutions, requiring strong communication to both technical and executive audiences. Travel up to 30% is expected.

Qualifications

• BA/BS degree.
• 10–15 years of technology-related sales experience.
• 5–7 years of sales management experience leading enterprise or strategic account teams.
• Experience driving revenue and market share and meeting revenue targets.
• Experience developing and executing against a strategic sales plan with a robust pipeline.
• Experience working with partners and ISVs to extend reach and drive adoption.
• Experience managing complex contract negotiations with a core sales organization.
• Must be able to travel (30%).
• Direct field and management experience with enterprise or digital native accounts.
• Deep understanding of cloud infrastructure, data, and AI/ML or generative AI solutions and the ability to convey value to technical and executive audiences.
• Strong verbal and written communication skills, extensive customer network, and leadership.

Responsibilities

• Drive revenue, adoption, and market share across three strategic Digital Native accounts.
• Lead, coach, and develop a team of Senior Strategic Account Managers; set strategy and targets.
• Develop and execute strategic account plans balancing renewals with new workload capture.
• Own executive relationships at the CxO level and coordinate senior leadership engagement.
• Maintain a robust sales pipeline with rigorous forecasting hygiene.
• Lead complex contract and enterprise negotiations with the deal team.
• Collaborate with Solutions Architects, Specialists, Partners, and ISVs to accelerate adoption.

Skills

Sales leadership

Enterprise sales

Strategic account management

Revenue growth

Forecasting & pipeline

Partner collaboration

Isv negotiations

Contract negotiations

Travel readiness

Education

BA/BS degree

Job description

Qualifications

• BA/BS degree
• 10–15 years of technology-related sales experience.
• 5–7 years of sales management experience, including leading enterprise or strategic account teams.
• Experience driving revenue and market share and consistently meeting or exceeding quarterly and annual revenue targets.
• Experience developing and executing against a strategic sales plan and maintaining a robust sales pipeline.
• Experience working with partners and ISVs to extend reach and drive adoption of solutions.
• Experience managing complex contract negotiations alongside a core sales organization.
• Must be able to travel (30%)
• Direct field and management experience working with enterprise or digital native accounts.
• Deep understanding of cloud infrastructure, data, and AI/ML or generative AI solutions and the ability to convey compelling value propositions to technical and executive audiences.
• Strong verbal and written communication skills, an extensive customer network, and strong leadership skills.

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. 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.

• USA, CA, San Francisco - 205,700.00 - 278,200.00 USD annually
• USA, WA, Seattle - 187,000.00 - 252,900.00 USD annually

AWS is one of Amazon's fastest growing businesses, servicing millions of customers in more than 190 countries, reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global industry leaders. AWS customers include some of the most innovative digital native companies in the world — from category-defining consumer platforms to high-growth ISVs — as well as the largest global enterprises.

We are looking for a Senior Sales Manager to lead a small, highly talented team of Senior Strategic Account Managers responsible for three of AWS's most strategic Digital Native accounts. These are relationships spanning large-scale infrastructure, data, media, and generative AI workloads, each with active enterprise agreements and complex, executive-level negotiations in flight.

Key job responsibilities

• Drive revenue, adoption, and market share for AWS across a portfolio of three strategic Digital Native accounts.
• Lead, coach, and develop a team of Senior Strategic Account Managers, setting account strategy and holding the team accountable to quarterly and annual revenue and pipeline targets.
• Develop and execute against a strategic account plan for each account, balancing large multi-year agreement renewals with net-new workload capture (Core and AI).
• Own executive relationships at the CxO level and orchestrate senior AWS leadership engagement in support of major negotiations and account initiatives.
• Maintain a robust, well-qualified sales pipeline with rigorous forecasting hygiene.
• Lead and support complex contract and enterprise agreement negotiations alongside the extended deal team.
• Team with Solutions Architects, Specialists, Professional Services, Partners, and ISVs to extend reach and accelerate adoption of AWS solutions.
• Develop long-term strategic relationships with key accounts and ensure a high bar for customer satisfaction.