Strategic Digital Native Accounts Lead

Amazon Web Services (AWS); San Francisco (CA); On-site; USD 187,000 - 253,000; Full time

Job summary

Amazon Web Services, Inc. in San Francisco seeks a Principal Account Manager to own end-to-end commercial relationships with AWS's largest Digital Native customers, guiding revenue growth, deal strategy, and long-term partnerships.

You will lead complex negotiations, build executive-level engagement, and craft 12–18 month account plans, while coordinating cross-functional teams to deliver on strategic objectives.

Qualifications

• 6+ years of multi-million dollar contract negotiation experience.
• 4+ years of communicating with and presenting to executive and senior audiences.
• Experience in AWS products and services, including pricing and technical knowledge.
• 10+ years in enterprise/strategic sales, account management, or business development in cloud/technology.

Responsibilities

• Drive and deliver against quota including consumption growth, committed spend renewals, and new workload adoption.
• Build and maintain C-level and VP-level relationships; develop and execute an executive engagement strategy that connects AWS leadership with customer counterparts.
• Lead complex, multi-year commercial negotiations (PPAs, EDPs, Marketplace deals) working across Legal, Finance, SCE, and service teams.
• Own the strategic account plan: define 12-18 month vision, identify white-space opportunities, map customer org and decision-makers, and orchestrate the extended account team.
• Maintain accurate pipeline, deliver reliable forecasts, and ensure opportunity hygiene across all open deals.
• Deeply understand the customer's business model, competitive landscape, product roadmap, and technology strategy to anticipate needs and position AWS as a strategic partner.

Skills

Contract negotiations

Executive engagement

Strategic sales

Enterprise account management

Job description

Amazon Web Services, Inc. in San Francisco seeks a Principal Account Manager to own end-to-end commercial relationships with AWS's largest Digital Native customers, guiding revenue growth, deal strategy, and long-term partnerships.

You will lead complex negotiations, build executive-level engagement, and craft 12–18 month account plans, while coordinating cross-functional teams to deliver on strategic objectives.