Principal ISV Account Manager

About the role

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.

Key job responsibilities

• Drive adoption of AWS' full suite of services into a portfolio of Strategic ISV customers
• Exceed annual revenue and design win targets
• Drive 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
• Build and motivate a team of high performing sales professionals
• Engage and direct functional teams such as demand generation curate a healthy sales pipeline
• Collaborate with partners to oversee enablement trainings and account prospecting workshops
• In partnership with Sales Ops, manage all operational aspects of the business; SFDC, etc.
• Develop long-term strategic relationships with AWS Executives and Partner management teams
• Embrace and drive the Amazon culture; lead through our Leadership Principles
• Increase and foster very high customer satisfaction
• In normal business times there will be moderate travel

Basic Qualifications

• 10+ years of technology related sales, business development or equivalent experience
• Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals

Preferred Qualifications

• Experience with AWS and technology as a service (IaaS, SaaS, PaaS)

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
• USA, WA, Seattle - 170,000.00 - 230,000.00 USD annually

Benefits

Amazon offers 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, and parental leave. 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.

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