Sr. ISV Account Manager
About the role
The AWS ISV sales team is responsible for serving the needs of medium to large ISV customers. Our team takes pride in leading customers through an accelerated and innovative cloud and AI journey and in creating long-term business relationships of value and trust. The Sr. Account Manager is responsible for creating and executing the account strategy, and leading the extended team so both the customer and AWS grow. In addition to being customers, the ISVs partner with AWS on Go-To-Market programs, and our respective sales teams work together in the field. The Sr. Account Manager will work closely with the AWS Partner Team to ensure they are developing programs that are aligned with the ISV customers' strategy.
Key responsibilities
- Teaming up with all aspects of the customer's organization, including C-level executives, engineering, product, AI, IT/operations, partner org, and sales
- Building relationships across an account through creative systems thinking, visioning, and executing via collaboration with an extended team to address all ISV customer's needs
- Selling at the most strategic (C-level) within the account and implementing a broad strategy for earning customer acceptance and service implementation
- Working collaboratively with all appropriate AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests
- Understanding how to strongly advocate for the customer in harmony with what the AWS business needs
- Including dotted line responsibility for partnership and technical collaboration in addition to new service adoption and new line of business development
- Exceeding annual revenue and win targets
- Driving 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
- Engaging and directing functional teams such as demand generation and curating a healthy sales pipeline
- Collaborating with partners to oversee enablement trainings and account prospecting workshops
- In partnership with Sales Ops, managing all operational aspects of the business; SFDC, etc.
- Developing long-term strategic relationships with AWS Executives and Partner management teams
- Embracing and driving the Amazon culture; leading through our Leadership Principles
- Increasing and fostering very high customer satisfaction
Basic qualifications
- Bachelor's degree or equivalent
- 7+ years of tech sales experience to enterprise customers
Preferred qualifications
- Experience with AWS technologies
About the team
AWS values diverse experiences. Even if you do not meet all of the preferred 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 empowers us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon 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.