Strategic Account Manager, Strategic Accounts

Amazon; Mountain View (CA); On-site; USD 187,000 - 253,000; Full time

Job summary

Amazon in Mountain View, CA seeks a seasoned Strategic Account Manager to grow and manage high-value AWS customer relationships. You will lead executive engagement, orchestrate cross-functional teams, and drive multi-year strategic plans to expand workload adoption and revenue.

Responsibilities include negotiating large enterprise agreements, guiding joint strategies with partners, and acting as a customer advocate to influence roadmaps and service improvements.

Qualifications

• Bachelor's degree in business, finance, economics, computer science, data science, engineering, or related field, or equivalent
• 10+ years of sales or sales management in infrastructure or cloud technology
• Experience in managing global stakeholders
• Experience leading and interacting with cross-functional teams
• 5+ years of business development or account management with proven results
• Experience working with customers on strategic and complex software or cloud deals
• Knowledge of AWS services including compute, storage, networking, security, databases, ML and serverless
• Experience designing joint marketing plans with alliance partners with global footprint
• Experience building and developing a high performance team

Responsibilities

• Relationship Management: build deep, multi-threaded executive relationships and be the primary accountability owner for the account
• Strategic Account Planning: create and execute long-term plans spanning quarters with cross-functional resources
• Revenue Expansion: own revenue growth and identify opportunities proactively
• Be the primary contact and trusted advisor for a strategic account and its long-term growth trajectory
• Develop multi-year plans aligning AWS services with customer objectives across compute, storage, databases, analytics, AI/ML
• Maintain deep executive relationships across all levels of the customer organization
• Drive revenue growth by expanding opportunities and migrations to AWS
• Collaborate with AWS teams, solutions architects, and leaders to deliver tailored solutions
• Lead negotiations for enterprise agreements and pricing strategies
• Advocate for customers to influence product roadmaps and capture feedback
• Monitor account health and pipeline, mitigating risks to retention and growth

Skills

Global stakeholder management

Cross-functional collaboration

Strategic account development

Executive relationship management

Cloud services expertise

Education

Bachelor's degree in business, finance, economics, CS, data science, engineering, or related field

Job description

• Bachelor's degree in business administration, finance, economics, computer science, data science, engineering, or other related field, or Bachelor's degree in computer science, engineering, analytics, mathematics, statistics, IT or equivalent
• 10+ years of sales or sales management in infrastructure or cloud technology experience
• Experience in managing global stakeholders
• Experience leading and interacting with cross-functional teams
• 5+ years of business development, or account management with a proven ability to deliver results experience
• Experience working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure
• Knowledge of AWS services including compute, storage, networking, security, databases, machine learning, and serverless technologies
• Experience designing and executing joint marketing plans with strategic alliance partners with global footprint
• Experience in building and developing a high performance team

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.

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, Mountain View - 187,000.00 - 252,900.00 USD annually

A Strategic Account Manager is responsible for managing and growing relationships with AWS high-value strategic customer.

Key job responsibilities

• Relationship Management: Building deep, multi-threaded executive relationships, serving as the primary point of accountability for the overall account.
• Strategic Account Planning: creating and executing long-term account strategy that span quarters (not weeks), aligning cross-functional resources e.g. sales, customer success, product, and executive leadership.
• Revenue Expansion: owning revenue growth and identifying growth opportunities proactively, often before the customer realizes the need.
• Serve as the primary point of contact and trusted advisor for a strategic account and owning the overall account strategy, relationship health, and long-term growth trajectory
• Develop and execute multi-year strategic account plans that align AWS services and solutions with customer business objectives, driving adoption across compute, storage, database, analytics, AI/ML, and generative AI workloads
• Build and maintain deep, multi-threaded executive relationships across all levels of the customer organization
• Drive revenue growth by identifying expansion opportunities, accelerating new workload migrations, and positioning AWS as the preferred cloud platform across the customer's global operations
• Collaborate cross-functionally with AWS specialist teams, solutions architects, partner managers, professional services, and executive leadership to deliver tailored solutions that address complex customer needs
• Lead strategic negotiations for large-scale enterprise agreements, including Enterprise Discount Programs (EDPs), Private Pricing Agreements (PPAs), and Marketplace procurement strategies
• Act as the customer's advocate within Amazon, influencing product roadmaps and service improvements by capturing and communicating customer feedback, feature requests, and competitive insights
• Monitor account health metrics, pipeline development, and revenue attainment against targets, proactively identifying and mitigating risks to retention and growth