Principal Account-Based Marketing (ABM) Manager, NAMER Strategic Customer & Partner Marketing

Description

AWS is seeking a Principal Account-Based Marketing (ABM) Manager to design and execute ABM programs targeting AWS's top 2,000 Greenfield enterprise customers within a designated industry. The role combines strategic thinking with hands-on execution to drive measurable business outcomes through targeted marketing initiatives that convert high-potential greenfield accounts into active AWS customers.

Key job responsibilities

• Design and execute territory-specific ABM campaigns (1:1, 1:few) targeting top 2,000 greenfield accounts that align with global frameworks and drive measurable business impact
• Build and maintain strong relationships with sales teams to understand greenfield account priorities and translate them into effective marketing programs that accelerate first-workload adoption
• Analyze customer data, buying signals, and market trends to identify and prioritize high-potential greenfield accounts and inform campaign strategy and optimization
• Create and implement multi-channel programs (events, digital, direct) that deliver personalized customer experiences
• Partner with regional marketing teams to ensure ABM programs complement broader field marketing efforts
• Drive operational excellence through standardized processes, documentation, and best practices
• Track and report on program performance, using data to optimize and scale successful approaches
• Manage program budgets effectively, demonstrating frugality while maximizing impact
• Collaborate with global ABM community to share learnings and adopt proven practices
• Develop and manage account-level ABM plans with tiered engagement models (1:1, 1:few, 1:many) tailored to account maturity, buying stage, and industry vertical
• Leverage intent data platforms (6sense, Bombora, TechTarget) to identify in-market greenfield accounts and orchestrate real-time, signal-based campaign activations
• Build persona-based content strategies targeting C-suite, IT decision-makers, and line-of-business buyers with personalized messaging across the full buyer journey
• Design and execute integrated ABM plays that span paid media, programmatic display, LinkedIn advertising, executive events, direct mail, and digital experience personalization
• Orchestrate multi-touch ABM sequences using marketing automation (Marketo/HubSpot) and ABM platforms to nurture greenfield accounts from awareness to opportunity creation
• Create measurement frameworks with ABM-specific KPIs including account penetration rates, engagement velocity, pipeline acceleration, and influenced revenue attribution
• Partner with Sales Development Representatives (SDRs) to align outbound plays with ABM campaign timing for coordinated account engagement

Basic Qualifications

• Experience with Excel or Tableau (data manipulation, macros, charts and pivot tables)
• 9+ years of professional non-internship marketing experience
• Demonstrated experience managing ABM technology stacks (e.g., 6sense, Demandbase, Terminus, or equivalent intent/engagement platforms)

Preferred Qualifications

• ABM certification (ITSMA/Momentum, Demandbase, 6sense, or equivalent ABM practitioner certification)
• Experience managing programmatic ABM advertising campaigns (LinkedIn Campaign Manager, DemandBase One, RollWorks, or equivalent)