Senior Account Manager, CPG
About the role
The Sr. Account Manager is responsible for managing end-to-end customer relationships within the Retail and CPG vertical, driving cloud adoption and revenue growth across AWS's 200+ services, with particular emphasis on GenAI and Agentic AI solutions. This role requires deep industry expertise in CPG or Manufacturing business models, strategic account planning, and the ability to engage C-suite executives to drive digital transformation and AI-powered innovation initiatives.
Key job responsibilities
Strategic Account Management
- Manage customer relationships across retail and CPG accounts, serving as the primary AWS point of contact
- Develop and execute strategic account plans aligned to customer business outcomes and AWS growth objectives
- Drive annual revenue quota through new workload acquisition, service expansion, and multi-year agreements
- Build and maintain executive relationships with C-level stakeholders including Chief Digital Officers, Chief Marketing Officers, Chief Merchandising Officers, Chief Product & Technology Officers, and Chief Information Officers
Sales Execution
- Identify, qualify, and close sales opportunities across all stages (Prospect through Closed/Won)
- Articulate AWS value propositions for retail-specific use cases including CPG platforms, personalization, supply chain optimization, customer data platforms, and omnichannel experiences
- Collaborate with Solutions Architects, Customer Solutions Managers, Technical Account Managers, Partner Sales/Development Managers, and Specialist Sales teams to deliver comprehensive solutions and drive partner opportunities
- Leverage AWS Migration Acceleration Program (MAP), Professional Services, and partner ecosystem to accelerate customer adoption
- Coordinate with Marketing on customer references, case studies, and industry events
Business Planning & Reporting
- Maintain accurate pipeline and forecast data in Salesforce (SFDC)
- Conduct regular business reviews with customers and internal stakeholders
- Track key performance indicators including pipeline, win rates, customer meetings, and partner engagements
- Develop Value Maps and business cases demonstrating ROI and TCO benefits
A day in the life
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed, 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.
About the team
We empower retail and e-commerce leaders to transform businesses through AWS cloud innovation. Our Culture: We drive excellence through ownership—yet never alone. Each Account Manager owns their territory end-to-end, but we lift each other up through knowledge sharing and collective problem-solving. We embrace growth mindsets, champion customer obsession with backbone, and execute with urgency. We celebrate wins together and rally when teammates need support. What Makes Us Different: We're not selling services—we're partnering with retail leaders to reimagine customer experience and optimize operations. We bring industry expertise, technical credibility, and genuine commitment. Together, we're building the future of retail on AWS.
Basic Qualifications
- Experience identifying, developing, negotiating, and closing large-scale technology deals
- Experience building strategic relationships with stakeholders, including communicating and collaborating across teams and functions
- 4+ years of technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services experience
- Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
- Experience engaging and influencing C-level executives, both business and technical
Preferred Qualifications
- Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or a related field
- Experience in financial analysis, retail buying, retail planning & allocation, product/project management, marketing, business development, consulting, negotiation or supply chain
- 6+ years of building profitable partner ecosystems experience
Pay
USA, IL, Chicago: 142,800.00 - 193,200.00 USD annually
USA, NY, New York: 157,100.00 - 212,600.00 USD annually
USA, VA, Arlington: 142,800.00 - 193,200.00 USD annually
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.
Benefits
- 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
- Parental leave