Telco ISV Global Account Manager , Telecoms

About the role

The role involves leading and growing a strategic relationship with a major global Telco network equipment provider. The candidate will define and execute a comprehensive account strategy to drive revenue growth and deepen customer adoption across the full AWS portfolio.

Responsibilities

• Define and execute a comprehensive account strategy for a global Telco ISV/NEP, driving revenue targets and long-term growth.
• Work backwards from the customer's business needs to accelerate adoption of the most appropriate AWS services and programs.
• Create compelling value propositions around AWS products, services, and partnership programs (co-sell, co-build, Marketplace) to consistently deliver on desired customer outcomes.
• Engage at the C-Suite level as well as with software architects and engineering teams. Influence stakeholders from technical teams to executives, ensuring short-term technology decisions align with long-term business goals.
• Drive solutions discussions diving deep into complex challenges — including modernization, migration, AI/ML, and infrastructure optimization for telco workloads. Recommend AWS products and services aligned with how the ISV delivers solutions to their end customers (Telco operators globally).
• Partner with Solutions Architects, Technical Account Managers, Professional Services, Partner teams, and GTM resources to define and execute strategy. Coordinate global resources across regions to support the ISV's worldwide customer base.
• Build and manage a robust pipeline across the ISV's end-customer opportunities, identifying new workloads in GenAI, SaaS, network transformation, and managed services.

Requirements

• 12+ years of sales or sales management in infrastructure or cloud technology 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.
• Bachelor's degree, or MBA in computer science, engineering, analytics, mathematics, statistics, IT or equivalent.
• Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent.
• Knowledge of the Telecommunications industry, particularly network equipment providers (NEPs) and their cloud transformation journey.

Qualifications

• Experience with AWS and technology as a service (IaaS, SaaS, PaaS).
• Experience and track record of exceeding sales goals.
• Track record of winning in competitive/challenger account environments where you are not the incumbent.
• MBA or advanced degree preferred.

Benefits

Includes sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Comprehensive benefits include health insurance, 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

Pay

Base salary range: $170,000.00 - $230,000.00 USD annually.

Schedule

Full-time.