Principal Global Account Manager ITITeS Industry, AGS-APJ-India-ITS

Do you want to own the AWS relationship with one of the worlds largest System Integrators and reshape how tens of thousands of its developers build software AWS is seeking a Principal Account Manager to serve as the Global Account Director for a strategic GSI / large IT & ITeS customer owning AWS revenue and driving developer productivity and AI adoption across the customers global engineering workforce.

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 consistent support. We dive deep to understand each customers unique challenges then craft innovative solutions that accelerate their success. This customer-first approach is how we built the worlds most adopted cloud. Join us and help us grow.

As the Global Account Director for a strategic GSI / IT & ITeS customer you will own the end-to-end global sales relationship with an organization whose core asset is a global developer workforce numbering in the tens or hundreds of thousands. This is a role for a leader with roughly twenty years of experience who can operate at the highest level of ownership set global account strategy and orchestrate a large distributed virtual team across geographies. Your central mandate is to make AWS the platform on which the customers engineers build and to drive a measurable step-change in their developer productivity through the AWS AI stack. You will own the AI-Driven Development Lifecycle (AIDLC) motion end to end from IDE and code generation through testing deployment and operations embedding AWS AI tooling into how the customers developers work every day. You will align regional sellers across NAMER EMEA and India engage the customers most senior executives define a multi-year global strategy structure the largest and most complex commercial constructs and represent the voice of the customer inside AWS to shape product roadmaps and investment priorities.



Key job responsibilities
Own the Global Account Strategy: Serve as the single global owner for the account. Define and drive a multi-year global account plan that aligns AWS capabilities with the customers worldwide business objectives and engineering roadmap.
Drive Developer Productivity at Scale: Make AWS the default platform for how the customers global engineering workforce builds. Drive adoption of Amazon Q Developer Kiro and the broader AWS developer tooling stack across the customers delivery teams and tie adoption to measurable gains in developer throughput code quality and time-to-delivery.
Own the AIDLC Motion End to End: Own the AI-Driven Development Lifecycle motion across the account. Embed AWS AI tooling into every stage of the customers software lifecycle from requirements and code generation through automated testing code review deployment and operations and convert developer-level adoption into enterprise-wide standardization.
Sell the AWS AI Stack: Position AWS as the customers platform of choice for AI and GenAI. Drive adoption of Amazon Bedrock Amazon Q Amazon SageMaker and the broader AWS AI and data stack across the customers engineering product and internal-productivity use cases worldwide and convert early experimentation into production workloads at scale.
Drive a Large-Scale Global Migration Motion: Lead the migration of the customers on-premises co-located and competitor-cloud workloads to AWS at global scale and drive the consumption growth that follows across every region.
Drive a Global Multi-Geography Sales Motion: Lead one consistent global motion across NAMER EMEA India and other regions. Set global revenue objectives then align and mobilize regional account teams to execute against a single coherent plan rather than disconnected local efforts.
Executive Relationship Building at the Highest Level: Establish and sustain relationships with the customers most senior global executives including the CEO CTO Chief Digital Officer and engineering and delivery leaders. Position AWS as the customers primary strategic cloud provider and influence board-level technology and engineering decisions.
Structure the Most Complex Global Deals: Lead the largest multi-year multi-region commercial engagements including EDPs PPAs global framework agreements and custom pricing constructs. Navigate complex global procurement legal and commercial processes across multiple jurisdictions.
Orchestrate Extended Teams: Operate as the single-threaded global leader orchestrating across regional Account Managers Solutions Architects Professional Services Specialist sellers and Product teams to deliver unified outcomes for the customer.
Global Revenue Ownership and Forecasting: Own global revenue targets for the account build and manage a healthy worldwide pipeline forecast accurately across regions and drive consumption growth across developer tooling GenAI data and analytics migration and modernization.
Segment Strategy Shaping: Contribute to AWSs global GSI and IT/ITeS segment strategy by identifying trends competitive dynamics and whitespace across the account. Provide inputs that shape go-to-market priorities and product direction.
Lead Without Authority: Set direction for a large virtual team that does not report to you. Align senior stakeholders across AWS regions and functions resolve conflicting regional priorities and drive execution through influence.
Mentor and Raise the Bar: Coach senior and junior Account Managers across the account team share best practices for global account management and act as a role model for how AWS engages its most strategic customers.


A day in the life
As the Global Account Director for a strategic GSI / IT & ITeS customer you own the worldwide sales relationship and are responsible for driving the customers developer productivity and AI transformation on AWS. Your day combines global strategy senior executive engagement cross-region orchestration and complex deal leadership.

A typical day may include:
Global Strategy and Alignment: Reviewing the global account plan analyzing developer-tooling and AI adoption metrics alongside consumption and pipeline across regions and aligning NAMER EMEA and India account leads on shared priorities and resourcing for the largest opportunities.
Executive Engagement: Running global steering committees and executive briefings with the customers engineering and business leadership and joining regional business reviews to keep the worldwide plan on track.
Driving the Developer and AIDLC Motion: Working with the customers engineering leaders on rollout plans for Amazon Q Developer Kiro and the AWS AI stack reviewing adoption and productivity data and removing blockers to enterprise-wide standardization.
Internal Orchestration: Engaging Solutions Architects and Product teams on technical proposals and roadmap needs and coordinating across time zones with regional account teams.
Deal Leadership: Advancing the most complex global commercial engagements structuring multi-region agreements and removing blockers across legal procurement and commercial functions in multiple countries.
Advocacy: Bringing the voice of the customer into AWS informing product and developer-tooling roadmaps and representing AWS at senior customer and industry forums.



About the team
The GSI and IT/ITeS team owns AWSs sales relationships with the worlds largest System Integrators and technology services organizations global companies whose competitiveness depends on how fast and how well their developers build. You will own the global relationship for one of these customers and work with a collaborative high-energy team that values customer obsession ownership and results at global scale.

Diverse Experiences
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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.

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

Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger more collaborative teams. Our continual innovation is fueled by the bold ideas fresh perspectives and passionate voices our teams bring to everything we do.

Mentorship & Career Growth
Were continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll find endless knowledge-sharing mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
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- Experience managing and growing large accounts product marketing or management consulting roles
- Experience working with and presenting to C-level executives IT and lines of businesses across organizations or equivalent
- Bachelors degree or above
- Experience reaching and exceeding sales revenue goals
- Experience leading matrixed virtual teams that create and execute strategic programs
- 15 years of technology sales or strategic account management experience selling enterprise software developer tooling infrastructure managed services or cloud computing services.

- Bachelors degree or above or MBA
- Experience as primary account manager of a global federated enterprise working with multiple business units and influencing governance and policy or equivalent
- AWS certification such as AWS Solutions Architect or a similar cloud certification or Associates degree or above
- Experience in the advertising media or agency landscape and proven track record of reaching and exceeding sales revenue goals via new and existing business
- Experience selling developer productivity tooling AI/GenAI platforms or the AWS AI stack into large engineering organizations.

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