Sr. Account Manager, AWS ISV

Amazon; San Francisco (CA); On-site; USD 157,000 - 213,000; Full time

Job summary

Amazon Web Services (AWS) is seeking a Sr. Account Manager to lead ISV relationships in the US West region, including SF Bay Area. You will create and execute account strategy, lead an extended team, and drive Go-To-Market programs with ISV partners.

You will engage CXOs, develop new opportunities, and ensure alignment with AWS business goals. The role requires a hands-on approach, public cloud acumen, and experience managing high-revenue, strategic customers.

Qualifications

• 7+ years of technology sales experience.
• Bachelor's degree in a relevant field or equivalent work experience.
• Experience with AWS technologies.
• Experience engaging and influencing C-level executives.

Responsibilities

• Sell at the most strategic (C-level) within the account and develop a broad strategy.
• Lead the extended team to align AWS programs with ISV customer needs.
• Collaborate with AWS Executives, Partner, Support, and Solution Architect to support interests.
• Build and nurture CXO relationships with complex customers and drive new opportunities.
• Manage a healthy sales pipeline and exceed revenue targets.

Skills

Technology sales

C-level engagement

Strategic account management

Education

Bachelor's degree in a relevant field

Tools

AWS technologies

Job description

Job ID: 10532080 | Amazon Web Services, Inc.

The AWS ISV sales team is responsible for serving the needs of medium to large ISV customers. Our team takes pride in leading customers through an accelerated and innovative cloud and AI journey and in creating long-term business relationships of value and trust.

The Sr. Account Manager is responsible for creating and executing the account strategy, and leading the extended team so both the customer and AWS grow. In addition to being customers, the ISVs partner with AWS on Go-To-Market programs, and our respective sales teams work together in the field. The Sr. 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 Sr. 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, has public cloud technical acumen, and has led a large team of extended resources.

As part of the AWS ISV sales team, you will have the opportunity to work alongside a motivated team that values and encourages diversified perspectives and ideas to best equip customers with the most innovative and comprehensive solutions. The individual will have extensive big account experience building and nurturing CXO relationships as they will manage the relationship with some of the most important and influential AWS customers and deliver ground‑breaking solutions to help their customers achieve the game‑changing benefits of the cloud at scale. Must have experience managing high revenue, strategically important customers.

Key job responsibilities

The Sr. Account Manager is responsible for teaming up with all aspects of the customer’s organization. This includes C-level executives, engineering, product, AI, 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 Sr. Account Manager is responsible for selling at the most strategic (C-level) within the account and implementing a broad strategy for earning customer acceptance and service implementation. The Sr. 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 the customer in harmony with what the AWS business needs. In addition to new service adoption and new line of business development, this role includes dotted line responsibility for partnership and technical collaboration.

A day in the life

• Exceed annual revenue and 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 partner teams
• Engage and direct functional teams such as demand generation and 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; e.g. SFDC
• Develop long‑term strategic relationships with AWS Executives and Partner management teams
• Embrace and drive the Amazon culture
• Increase and foster high customer satisfaction

About the team

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and unwavering support. We dive deep to understand each customer’s unique challenges, then craft innovative solutions that accelerate their success. This customer‑first approach is how we built the world's most adopted cloud. Join us and help us grow.

About AWS

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.

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

• 7+ years of technology sales experience
• Bachelor's degree in a relevant field or equivalent work experience

Preferred Qualifications

• Experience with AWS technologies
• Experience engaging and influencing C-level executives, both business and technical

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 .

Preferred Qualifications

• Experience with AWS technologies
• Experience engaging and influencing C-level executives, both business and technical

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, East Palo Alto - 157,100.00 - 212,600.00 USD annually
USA, CA, San Francisco - 157,100.00 - 212,600.00 USD annually
USA, WA, Seattle - 142,800.00 - 193,200.00 USD annually

Important FAQs for current Government employees

Before proceeding, please review the following FAQs

https://amazon.jobs/en/faqs#faqs-for-us-government-employees

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