AWS Sr. Account Manager, ISV
Amazon Web Services (AWS) · Seattle, WA · 1 mo ago
AdvertisingFull-time
We need to output HTML fragment with sections for headings like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Only include sections that have real specific content. Must not repeat job title. Must not include Job ID etc. Must preserve all substantive info, remove boilerplate, navigation, EEO, etc. Must not invent or summarize away detail. Must not include filler like "commensurate with experience". Must not create Pay/Schedule/Benefits unless posting actually states them. The posting includes base salary range for location (USA, CA, San Francisco - 157,100 - 212,600; USA, WA, Seattle - 142,800 - 193,200). That is pay info. So we can include a Pay section with those ranges. Benefits: mentions comprehensive benefits including health insurance, 401(k) matching, paid time off, parental leave, etc. So we can include Benefits section. Schedule: not mentioned explicitly (no mention of work hours, remote, etc). There's "In normal business times there will be moderate travel". That's not schedule. So we should not create Schedule section. Skills: there is a "Skills required to build relationships across an account include creative systems thinking." Also earlier: "public cloud technical acumen". Also "creative systems thinking". Also "Visioning and executing via collaboration". Also "selling at the most senior (C-level)". Also "Drive adoption of AWS’ full suite of services". Also "Build and motivate a team". Also "Engage and direct functional teams". Also "Collaborate with partners". Also "In partnership with Sales Ops, manage all operational aspects". Also "Develop long-term strategic relationships". Also "Embrace and drive the Amazon culture". Also "Increase and foster very high customer satisfaction". Those are responsibilities more than skills. But we can extract skills: creative systems thinking, public cloud technical acumen, ability to build senior relationships, strategic account planning, GTM programs, team leadership, pipeline management, partner collaboration, Salesforce, etc. We'll list them as bullet list under Skills.
Responsibilities: we have many bullet-like sentences. We'll create a Responsibilities section with
- items. Requirements: Basic Qualifications: 7+ years of technology/software sales experience. Preferred Qualifications: Bachelor's degree, AWS Cloud Practitioner certification. Also maybe "extensive track record of building and nurturing senior level relationships with complex customers, hands-on approach to developing new opportunities, public cloud technical acumen, and has led a large team of extended resources." Those are more like requirements/qualifications. We'll separate Requirements (basic) and Qualifications (preferred). The instruction says use headings for Requirements, Qualifications, Skills, Benefits, Pay, Schedule, About the role, Responsibilities. So we need About the role section: maybe a brief paragraph describing the role. The description includes: "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. 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." That's good for About the role. Responsibilities: list from "Key job responsibilities" and subsequent bullet-like sentences. We'll extract each distinct responsibility: - Teaming with all aspects of the customer’s organization (C-level executives, engineering, IT/operations, partner org, and sales). - Building relationships across an account using creative systems thinking. - Visioning and executing via collaboration with an extended team to address all ISV customer's needs. - Selling at the most senior (C-level) within the account and implementing a broad strategy for earning customer acceptance and AWS service implementation. - Working collaboratively with all appropriate AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests, and understanding how to strongly advocate for customer and balance that with AWS business needs (including dotted line responsibility for partnership and technical collaboration). - Driving adoption of AWS’ full suite of services into a portfolio of Strategic ISV customers. - Exceeding annual revenue and design win targets. - Driving 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. - Building and motivating a team of high performing sales professionals. - Engaging and directing functional teams such as demand generation to curate a healthy sales pipeline. - Collaborating with partners to oversee enablement trainings and account prospecting workshops. - In partnership with Sales Ops, managing all operational aspects of the business; SFDC, etc. - Developing long-term strategic relationships with AWS Executives and Partner management teams. - Embracing and driving the Amazon culture; lead through our Leadership Principles. - Increasing and fostering very high customer satisfaction. - Moderate travel in normal business times. We'll put each as
- .
Requirements: Basic Qualifications: 7+ years of technology/software sales experience.
Qualifications: Preferred Qualifications: Bachelor's degree, AWS Cloud Practitioner certification. Also maybe "extensive track record of building and nurturing senior level relationships with complex customers, hands-on approach to developing new opportunities, public cloud technical acumen, and has led a large team of extended resources." But those are more like requirements; but we can include them under Qualifications as preferred experience. However we already have them in About the role. To avoid duplication, we could keep them under Qualifications as preferred qualifications. The instruction says preserve ALL substantive information; we can include them there. We'll list them as bullet points.
Skills: we need to list skills: creative systems thinking, public cloud technical acumen, ability to build senior-level relationships, strategic account planning, GTM program execution, team leadership and motivation, pipeline management, partner collaboration, Salesforce (SFDC) management, data-driven decision making, communication and influencing, negotiation, etc. We'll extract from text.
Benefits: 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, parental leave. We'll list as bullet.
Pay: base salary range for location: USA, CA, San Francisco - 157,100.00 - 212,600.00 USD annually; USA, WA, Seattle - 142,800.00 - 193,200.00 USD annually. Also mention sign-on payments, RSUs, sales incentives. We'll include that.
Schedule: not present, so omit.
We must not include boilerplate like EEO, equal opportunity, etc. Also remove navigation, cookie, legal, etc. Also remove duplicated lines. Also remove application instructions. Also remove "Los Angeles County applicants:" etc. Also remove "Criminal history may have a direct..." etc. Also remove "If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner." Also remove "Learn more about our benefits at https://..." etc. Also remove "Company - Amazon Web Services, Inc." and "Job ID: A10539002". Also remove "Why AWS?" etc? Actually "Why AWS?" includes inclusive team culture, diverse experiences, mentorship & career growth, work/life balance. Those are substantive? They describe culture and benefits. Might be considered part of Benefits or About the team. The instruction says preserve ALL substantive information; but we must remove cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate, duplicated lines, and application instructions. The "Why AWS?" section includes culture info; that's not boilerplate, it's about the company. Could be considered substantive. However we already have About The Team and Why AWS? sections. We could incorporate that into About the role or a separate section like "About AWS". But we only have allowed headings: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. We could put culture info under About the role or Benefits? Probably About the role can include description of team and culture. The "About The Team" paragraph is about AWS Global Sales. That's substantive. We'll incorporate that into About the role maybe as a second paragraph.
We must not create sections with filler. So we will include About the role (with description), Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay. No Schedule.
Now produce HTML fragment: use
for each section heading. Then content:
for prose,
- for lists.
We must not include or . Just the fragment.
Let's craft.
About the role: combine paragraphs: "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. 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." Then maybe add About The Team paragraph: "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 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." That seems fine.
Responsibilities: list as above.
Requirements:
7+ years of technology/software sales experience.
Qualifications: list preferred: Bachelor's degree, AWS Cloud Practitioner certification, extensive track record of building and nurturing senior level relationships with complex customers, hands-on approach to developing new opportunities, public cloud technical acumen, led a large team of extended resources. Skills: list bullet points: creative systems thinking, public cloud technical acumen, ability to build and nurture senior-level relationships, strategic account planning, GTM program development and execution, team leadership and motivation, pipeline management, partner collaboration and enablement, Salesforce (SFDC) management, data-driven decision making, communication and influencing, negotiation, customer advocacy, leadership per Amazon Leadership Principles. Benefits: list bullet points
- for lists.
We must not include or . Just the fragment.
Let's craft.
About the role: combine paragraphs: "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. 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." Then maybe add About The Team paragraph: "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 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." That seems fine.
Responsibilities: list as above.
Requirements: