Principal Account Manager, ISV

AWS ISV sales team serves medium to large ISV customers, leading them through an accelerated and innovative cloud and AI journey while building long-term, trusted business relationships. The Principal Account Manager drives account strategy, fosters customer and AWS growth, and collaborates with the AWS Partner Team to align programs with ISV customer strategies. This role requires a strong track record in senior-level relationship building, hands-on opportunity development, public cloud technical acumen, and leadership of extended teams.

About the team

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform, trusted by startups to Global 500 companies. The team values diverse experiences, fosters inclusion through employee-led affinity groups, and supports career growth with mentorship and learning resources. AWS promotes work-life harmony, ensuring flexibility to balance professional and personal life.

Responsibilities

• Drive adoption of AWS’ full suite of services into a portfolio of strategic ISV customers.
• Exceed annual revenue and design win targets.
• Develop and execute account plans and go-to-market (GTM) programs to drive adoption of ISV partners’ products, collaborating with marketing and partner teams.
• Engage and direct functional teams such as demand generation to curate a healthy sales pipeline.
• Collaborate with partners to oversee enablement trainings and account prospecting workshops.
• Manage all operational aspects of the business in partnership with Sales Ops (e.g., SFDC).
• Develop long-term strategic relationships with AWS Executives and Partner management teams.
• Embody and drive the Amazon culture, leading through Amazon’s Leadership Principles.
• Foster high customer satisfaction and build relationships across customer organizations, including C-level executives, engineering, product, AI, IT/operations, partner org, and sales.
• Sell at the strategic (C-level) within the account and implement a broad strategy for customer acceptance and service implementation.
• Advocate for customer needs while aligning with AWS business objectives, collaborating with AWS resources such as Executives, Partner, Support, and Solution Architects.
• Drive new service adoption, new line of business development, and oversee partnership and technical collaboration.

Requirements

• 10+ years of technical and strategic selling experience.
• Extensive track record of building and nurturing senior-level relationships with complex customers.
• Hands-on approach to developing new opportunities and public cloud technical acumen.
• Experience managing high-revenue, strategically important customers.
• Experience leading a large team of extended resources.
• Proven ability to drive creative systems thinking, visioning, and execution through collaboration.
• Moderate travel required in normal business conditions.

Preferred Qualifications

• FSI (Financial Services Industry) and/or ISV (Independent Software Vendor) experience.

Benefits

• Comprehensive health insurance (medical, dental, vision, prescription, Basic Life & AD&D, with options for supplemental life plans).
• Employee Assistance Program (EAP) and Mental Health Support.
• Medical Advice Line and Flexible Spending Accounts.
• Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off and parental leave.

Pay

• USA, CA, San Francisco: $187,000.00 - $252,900.00 USD annually.
• USA, NY, New York: $187,000.00 - $252,900.00 USD annually.

Compensation package includes base salary, sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation is determined based on experience, qualifications, and location.