Principal Account Manager, ISV

The AWS ISV sales team is responsible for serving the needs of medium to large ISV customers. Our team takes pride in leading customers through an accelerated and innovative cloud and AI journey and in creating long-term business relationships of value and trust.

The Principal Account Manager is responsible for creating and executing the account strategy and leading the extended team so both the customer and AWS addition to being customers the ISVs partner with AWS on Go-To-Market programs and our respective sales teams work together in the field. The Principal Account Manager will work closely with the AWS Partner Team to ensure they are developing programs that are aligned with the ISV customers strategy. It is critical that the Principal Account Manager has an extensive track record of building and nurturing senior level relationships with complex customers has a hands-on approach to developing new opportunities has public cloud technical acumen and has led a large team of extended resources.

As part of the AWS ISV sales team you will have the opportunity to work alongside a motivated team that values and encourages diversified perspectives and ideas to best equip customers with the most innovative and comprehensive solutions. The individual will have extensive big account experience building and nurturing CxO relationships as they will manage the relationship with some of the most important and influential AWS customers and deliver ground-breaking solutions to help their customers achieve the game-changing benefits of the cloud at scale. Must have experience managing high revenue strategically important customers.

Key job responsibilities
The Principal Account Manager is responsible for teaming up with all aspects of the customers organization. This includes C-level executives engineering product AI IT/operations partner org and sales. Skills required to build relationships across an account include creative systems thinking visioning and executing via collaboration with an extended team to address all ISV customers needs.

The Principal Account Manager is responsible for selling at the most strategic (C-level) within the account and implementing a broad strategy for earning customer acceptance and service implementation. The Principal Account Manager works collaboratively with all appropriate AWS resources (Executives Partner Support Solution Architect) to support customer interests and will understand how to strongly advocate for the customer in harmony with what the AWS business addition to new service adoption and new line of business development this role includes dotted line responsibility for partnership and technical collaboration.

A day in the life
-Drive adoption of AWS full suite of services into a portfolio of Strategic ISV customers

-Exceed annual revenue and design win targets

-Drive levers for growth of the business: inclusive of Account Plans GTM programs to drive adoption of our ISV partners products working closely with marketing and the partner teams

-Engage and direct functional teams such as demand generation and curate a healthy sales pipeline

-Collaborate with partners to oversee enablement trainings and account prospecting workshops

-In partnership with Sales Ops manage all operational aspects of the business; SFDC etc.

-Develop long-term strategic relationships with AWS Executives and Partner management teams

-Embrace and drive the Amazon culture; lead through our Leadership Principles

-Increase and foster very high customer satisfaction.
In normal business times there will be moderate travel

About the team
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.

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.

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 empowers us to be proud of our differences. Ongoing events and learning experiences including our Conversations on Race and Ethnicity (CORE) and AmazeCon 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.

- 10 years of direct sales or business development in software cloud or SaaS markets selling to C-level executives experience
- Bachelors degree or equivalent
- Experience working with and presenting to C-level executives IT and lines of businesses across organizations or equivalent

- 7 years of building profitable partner ecosystems experience
- Experience with AWS and technology as a service (IaaS SaaS PaaS)

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments restricted stock units (RSUs) and sales incentives. Final compensation will be determined based on factors including experience qualifications and location. Amazon also offers comprehensive benefits including health insurance (medical dental vision prescription Basic Life & AD&D insurance and option for Supplemental life plans EAP Mental Health Support Medical Advice Line Flexible Spending Accounts Adoption and Surrogacy Reimbursement coverage) 401(k) matching paid time off and parental leave. Learn more about our benefits at CA San Francisco - 187000.00 - 252900.00 USD annually
USA WA Seattle - 170000.00 - 230000.00 USD annually