Account Manager, ISV

Would you like to be part of a team that is redefining the IT industry Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world class candidate for an exciting new role at Amazon Internet Services Private Ltd. (AISPL) AWS the local seller for AWS Inc Cloud Services in India as an ISV (Independent Software Vendor) Business development Person.

This position is a fast-paced rich opportunity for someone to take their experience to the next level. We are looking for an experienced senior account manager focused on the ISV market. The ideal candidate has business development experience with a terrific reputation for over-achieving quota by growing revenues in existing customers as well as penetrating new accounts. He/she should be a self-starter who is prepared to develop and execute against an account coverage plan and consistently deliver on revenue targets. The ideal candidate will possess sales / business development background and deep technical background that enables him or her to drive engagement at the CXO level as well as with software developers IT architects and other customer executives of AISPL. This sales person will be an exceptionally strong analytical thinker who thrives in fast-paced dynamic environments and has very strong communication and presentation skills. Visioning and executing via collaboration with an extended team to address all ISV customers needs. The Account Manager is responsible for selling at the most senior (C-level) within the account and implementing a broad strategy for earning customer acceptance and AWS service implementation.

Key job responsibilities
Drive adoption in a defined set of ISV accounts of AWS India to meet or exceed revenue targets
Develop and execute against a strategic plan that leads to the creation and maintenance of a robust pipeline including opportunities in existing accounts of AWS India as well as driving net new business in untapped customers
Manage numerous accounts of AWS India concurrently & strategically Create & articulate compelling value propositions around AWS Services Analyze sales revenue /metrics data from your accounts to help evolve your strategy
Accelerate customer adoption through education and engagement
When appropriate work with Indian partners to manage joint selling opportunities Assist ISV customers in identifying use cases for priority adoption of Amazon Web Services as well as best practices implementations
Develop long-term strategic relationships with key accounts of AWS India. Manage complex contract negotiations and serve as a liaison to the legal group.

A day in the life
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About the team
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.

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10 years of technology selling experience (quota-carrying)
Experience working with ISVs in identifying developing negotiating and closing large-scale technology deals.
Experience in positioning and selling technology in new customers and new market segments. Experience in proactively growing customer relationships within an account while expanding their understanding of the customers business.
Functioned in an environment where they managed an account list in technology sales which included large growth in net new opportunities.
Translate customer business and technology priorities into technology solutions.
Excellent verbal and written communications skills

BA/BS degree required. Masters or MBA is a plus.
Other experiences to include: experience in large complex deal negotiations with a successful track record
Ability to navigate across AWS and the customer in a trusted advisor/consultative approach; and establishing credibility quickly with senior level executives across the organizations.
A strong understanding of AWS and/or technology as a service (IaasSaaSPaaS) is preferred.
Direct field experience in working with ISVs across your assigned territory is preferred.

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