Principal Account Manager, Retail ECOM

About the role

Are you ready to transform how retailers do business? We're looking for a Principal Enterprise Account Manager to join a team driving adoption of Amazon Web Services among the world's largest Retail eCommerce companies. In this role, you'll help shape the future of globally recognizable brands — driving revenue, adoption, and market penetration across strategic enterprise accounts. The ideal candidate combines a sales and technical background with the ability to serve as a trusted advisor to senior leaders. You'll engage at the CXO level as well as with software developers and IT architects, leading a cross-functional team that spans partners, professional services, and training/certification. You'll develop and execute a territory strategy while consistently delivering on quarterly revenue targets.

Responsibilities

• Drive revenue and market share across a defined territory of large Retail eCommerce accounts
• Meet or exceed quarterly revenue targets
• Develop and execute a comprehensive territory and account strategy aligned to customer business outcomes
• Build and maintain executive-level relationships (CAO, CDO, CMO, CPTO, CIO, COO) as a trusted advisor
• Create and articulate compelling value propositions around retail-specific use cases: e-commerce platforms, personalization, supply chain optimization, and omnichannel experiences
• Accelerate customer adoption through AWS programs, professional services, and the partner ecosystem
• Maintain a robust and accurate sales pipeline
• Facilitate cross-functional collaboration, bringing in Solutions Architects, Specialists, and Partners as needed
• Manage contract negotiations and multi-year agreements
• Ensure customer satisfaction and develop referenceable accounts
• Expect moderate travel

Qualifications

• 10+ years of technology related sales, business development or equivalent experience
• Bachelor's degree in a relevant field or equivalent work experience
• Experience communicating complex concepts clearly and persuasively to different audiences
• Experience in management of large, complex enterprise accounts or equivalent
• 7+ years of customer-facing retail, hospitality, or grocery industry, or 3+ years of customer-facing retail, hospitality, or grocery industry experience
• Technical background in sales, engineering, computer science, or MIS is a plus

Pay

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.