ISV Sales Manager, State & Local Government and Education
ISV Sales Manager, State & Local Government and Education
Posted on :
01-06-2025
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1 Vacancy
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Job Description
Are you interested in working with State and Local Government and Higher Education customers as they navigate where to use market-leading Software as a Service (SaaS) solutions built on AWS Does the prospect of empowering an organizations cloud transformation success by aligning Independent Software Vendors (ISVs) with key business and IT objectives excite you
Amazon Web Services (AWS) is seeking an accomplished Sales Representative to drive SaaS solution engagements with State and Local Government Higher Education GovTech and EdTech organizations. As an ISV Sales Manager (ISM) within AWS you will have the opportunity to drive the expansion and adoption of innovative cloud SaaS solutions for an assigned territory. The ISM role is responsible for creating driving and closing new sales opportunities with AWS Field Sellers ISVs and customers. You will be responsible for enabling co-sell with ISV partners and AWS Account Managers to generate net new revenue and drive expansion of SaaS renewals. You will accelerate growth of SaaS solutions sold through Marketplace Channel Partner Private Offers.
The ideal candidate will possess industry knowledge and a ISV sales background that enables them to drive an engagement at the CXO level as well as with the software developers and IT architects to convey compelling SaaS solutions to solve customer needs. You should have demonstrated ability to create and execute a go to market strategy and think strategically about to address customer priorities and technical challenges.
Key job responsibilities
Develop and execute territory sales strategy and customer engagement plan that drives revenue through the renewal expansion and adoption of SaaS solutions
Prepare and deliver business reviews to senior management team regarding quarterly and year strategies that align with revenue growth expectations.
Broker internal resources tools references and/or investments needed to execute on the business plans in order to help meet the set goals.
Drive sales execution across activities including coordination of lead generation-related and joint sales enablement activities between ISVs and the AWS field organizations.
Lead regular pipeline reviews to ensure pipeline information is thorough and accurate according to AWSs adoption solution stages. Hold reviews with both ISV and AWS Account Managers to identify best practices to leverage or lessons to be learned.
About the team
About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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
Here at AWS its in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences inspire us to never stop embracing our uniqueness.
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
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 theres nothing we cant achieve in the cloud.
5 years of technology or professional services selling to C-level executives.
Demonstrated performance operating in greenfield territory where strategy and go-to market may not be defined.
Demonstrated experience working with internal and external stakeholders on complex initiatives.
Demonstrated success impacting team goals and initiatives.
Experience selling SaaS solutions Managed Services and Enterprise Support.
Experience exceeding sales targets using a consultative customer-focused approach.
Experience working with customers and partners (such as ISVs and Resellers).
Experience with contract and statement of work development.
Moderate Travel Required
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees supervisors and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees supervisors and staff to ensure exceptional customer service; and follow all federal state and local laws and Company policies. Criminal history may have a direct adverse and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above as well as the abilities to adhere to company policies exercise sound judgment effectively manage stress and work safely and respectfully with others exhibit trustworthiness and professionalism and safeguard business operations and the Companys reputation. Pursuant to the Los Angeles County Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process including support for the interview or onboarding process please visit for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128500/year in our lowest geographic market up to $212500/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge skills and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered equity sign-on payments and other forms of compensation may be provided as part of a total compensation package in addition to a full range of medical financial and/or other benefits. For more information please visit This position will remain posted until filled. Applicants should apply via our internal or external career site.
Amazon Web Services (AWS) is seeking an accomplished Sales Representative to drive SaaS solution engagements with State and Local Government Higher Education GovTech and EdTech organizations. As an ISV Sales Manager (ISM) within AWS you will have the opportunity to drive the expansion and adoption of innovative cloud SaaS solutions for an assigned territory. The ISM role is responsible for creating driving and closing new sales opportunities with AWS Field Sellers ISVs and customers. You will be responsible for enabling co-sell with ISV partners and AWS Account Managers to generate net new revenue and drive expansion of SaaS renewals. You will accelerate growth of SaaS solutions sold through Marketplace Channel Partner Private Offers.
The ideal candidate will possess industry knowledge and a ISV sales background that enables them to drive an engagement at the CXO level as well as with the software developers and IT architects to convey compelling SaaS solutions to solve customer needs. You should have demonstrated ability to create and execute a go to market strategy and think strategically about to address customer priorities and technical challenges.
Key job responsibilities
Develop and execute territory sales strategy and customer engagement plan that drives revenue through the renewal expansion and adoption of SaaS solutions
Prepare and deliver business reviews to senior management team regarding quarterly and year strategies that align with revenue growth expectations.
Broker internal resources tools references and/or investments needed to execute on the business plans in order to help meet the set goals.
Drive sales execution across activities including coordination of lead generation-related and joint sales enablement activities between ISVs and the AWS field organizations.
Lead regular pipeline reviews to ensure pipeline information is thorough and accurate according to AWSs adoption solution stages. Hold reviews with both ISV and AWS Account Managers to identify best practices to leverage or lessons to be learned.
About the team
About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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
Here at AWS its in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences inspire us to never stop embracing our uniqueness.
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
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 theres nothing we cant achieve in the cloud.
5 years of technology or professional services selling to C-level executives.
Demonstrated performance operating in greenfield territory where strategy and go-to market may not be defined.
Demonstrated experience working with internal and external stakeholders on complex initiatives.
Demonstrated success impacting team goals and initiatives.
Experience selling SaaS solutions Managed Services and Enterprise Support.
Experience exceeding sales targets using a consultative customer-focused approach.
Experience working with customers and partners (such as ISVs and Resellers).
Experience with contract and statement of work development.
Moderate Travel Required
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees supervisors and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees supervisors and staff to ensure exceptional customer service; and follow all federal state and local laws and Company policies. Criminal history may have a direct adverse and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above as well as the abilities to adhere to company policies exercise sound judgment effectively manage stress and work safely and respectfully with others exhibit trustworthiness and professionalism and safeguard business operations and the Companys reputation. Pursuant to the Los Angeles County Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process including support for the interview or onboarding process please visit for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128500/year in our lowest geographic market up to $212500/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge skills and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered equity sign-on payments and other forms of compensation may be provided as part of a total compensation package in addition to a full range of medical financial and/or other benefits. For more information please visit This position will remain posted until filled. Applicants should apply via our internal or external career site.
Required Experience:
Manager
Employment Type
Full-Time
Key Skills
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