Principle Account Manager, Digital Natives, Strategic Accounts

Own the end-to-end commercial relationship with one or more of AWS's largest Digital Native customers—companies born in the cloud with complex, high-scale infrastructure needs. The Account Manager is accountable for revenue growth, deal strategy, executive engagement, and long-term strategic partnership with AWS.

Responsibilities

• Drive and deliver against quota including consumption growth, committed spend (PPA/EDP) renewals, and new workload adoption
• Build and maintain C-level and VP-level relationships; develop and execute an executive engagement strategy that connects AWS leadership (VP+) with customer counterparts
• Lead complex, multi-year commercial negotiations (PPAs, EDPs, Marketplace deals) working across Legal, Finance, SCE, and service teams
• Own the strategic account plan: define 12-18 month vision, identify white-space opportunities, map customer org and decision-makers, and orchestrate the extended account team (SA, CSM, TAM, Specialists, Partners, ProServe)
• Maintain accurate pipeline, deliver reliable forecasts, and ensure opportunity hygiene across all open deals
• Deeply understand the customer's business model, competitive landscape, product roadmap, and technology strategy to anticipate needs and position AWS as a strategic partner

Qualifications

• 6+ years of multi-million dollar contract negotiation experience
• 4+ years of communicating with and presenting to executive and senior audiences
• Experience in AWS products and services, including pricing and technical knowledge
• 10+ years in enterprise/strategic sales, account management, or business development in cloud/technology

Benefits

• Sign-on payments, restricted stock units (RSUs), and sales incentives
• Comprehensive health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans)
• Employee Assistance Program (EAP), Mental Health Support, Medical Advice Line
• 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

About the team

AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (diversity) conferences, inspire us to never stop embracing our uniqueness.

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.