US ISV Senior Sales Leader

About the role

We're seeking a front-line sales manager to lead a high-performing team driving AWS adoption within our Independent Software Vendor (ISV) segment in North America. This leader will further accelerate the growth of a business focused on helping ISVs innovate for their end customers. They will set the strategy for their team to grow AWS revenue across a portfolio of ISV accounts, with a particular focus on agentic AI, and build the operational rigor to execute consistently. They will establish a short- and long-term vision to develop their team's ability to co-innovate with ISVs and orchestrate cross-functional resources including solution architects, partner managers, BDs, and product teams to deliver business outcomes.

The ideal candidate has led technology sales teams and knows how to coach and develop sellers through complex deal cycles. They bring deep familiarity with the AI landscape and have managed teams that successfully drive AI service adoption within ISV accounts. They know how to inspect pipeline, diagnose blockers, and coach Account Managers through complex AI adoption cycles. They can model what great looks like when engaging CxOs on AI strategy and elevate their team's ability to articulate business value across ISV use-cases such as AI-powered SaaS features, intelligent automation, inference, and code generation. The right candidate combines deep technology sales leadership with executive presence, can engage AWS and customer executives, can articulate creative business approaches, and can influence roadmap decisions. They are a strategic thinker with strong judgment, high ownership, and the ability to build followership across their team and the broader organization.

Responsibilities

• Strategy & Revenue: Set the team's growth strategy across the full breadth of AWS services, with a focus on AI, and drive execution to exceed annual revenue targets
• Talent & Team Building: Recruit, build, and retain a team of top strategic sales professionals; own performance management, promotions, development pipelines, and mentoring
• Coaching & Seller Development: Coach sellers through complex deal cycles, including how to qualify opportunities, position AWS services competitively, and drive ISV customers to adopt AWS, with a focus on embedding AI capabilities into their products
• Operational Excellence: Establish inspection mechanisms, pipeline rigor, and scalable processes that drive consistent team performance
• Account Planning & Execution: Co-develop account plans with the team and remove barriers to execution across the portfolio
• Pipeline Generation: Partner with demand generation to ensure healthy pipeline coverage and predictable growth
• Cross-Functional & Partner GTM: Orchestrate Solution Architecture, BD, Marketing, Partner, and Training resources; drive joint go-to-market motions with AWS Partner teams to accelerate ISV adoption
• Executive Engagement: Lead executive business reviews and secure executive sponsorship from AWS leadership on behalf of the team's accounts
• Customer Outcomes: Enable end-customers to meet their business goals in partnership with AWS and create customer satisfaction across the portfolio

About the team

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and unwavering support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud.

About AWS Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Qualifications

• Basic Qualifications:
  • 10+ years of technology related sales, business development or equivalent experience
  • 5+ years of sales team management experience
  • Experience in management of large, complex enterprise accounts or equivalent
• Preferred Qualifications:
  • Bachelor's degree or equivalent

Benefits

Amazon offers comprehensive benefits including:

• Health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans)
• Employee Assistance Program (EAP) and 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.

Pay

The base salary range for this position is $205,700 - $278,200 USD annually. Final compensation will be determined based on factors including experience, qualifications, and location.