Principal Account Manager, Strategic ISV Sales
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Job Location:
Minneapolis, MN - USA
Monthly Salary:
Not Disclosed
Posted on:
Yesterday
Vacancies:
1 Vacancy
Job Summary
We are looking for a talented individual who would like to be part of an organization driving hyper-growth and helping SaaS ISVs operate on AWS and innovate on our platform. Do you have the business savvy to lead a cross-functional team that includes specialists solution architects and product and partner teams to deliver business growth for AWS and our ISV customers AWS is seeking an experienced Principal Account Manager for Strategic ISV Sales to lead and expand the business with our hottest ISV customers.
The Principal Account Manager is responsible for creating and executing the account strategy and leading the extended team so the customer achieves its growth targets thereby AWS achieving increased levels of revenue and service addition to being a customer 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 public cloud technical acumen and has led a large team of extended resources.
Role & Responsibilities:
The Principal Account Manager is responsible for teaming with all aspects of the customers organization. This includes C-level executives engineering 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 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. The 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 customer and balance that with AWS business needs. This includes dotted line responsibility for partnership and technical collaboration.
Key job responsibilities
- 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
- Build and motivate a team of high performing sales professionals
- Engage and direct functional teams such as demand generation 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 empower 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.
- Bachelors degree or equivalent
- 10 years of technology sales selling enterprise software networking infrastructure managed hosting services or cloud computing services experience
- Sales successes and outcomes within a consumption-based revenue recognition model (ex. land and expand motions)
- Demonstrated strength in establishing and maintaining senior executive (technical and non-technical) relationships with high-growth technology organizations.
- Experience identifying developing negotiating and closing large-scale technology projects for global customers
- Experience taking a leading role in building complex software or computing infrastructure that has been successfully delivered to customers
- - Understanding of the AI technology landscape including model training and inference AI application architectures and compute infrastructure (GPU/custom silicon)
- Success in operating within the unique characteristics opportunities associated with Private Equity-owned technology organizations.
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.
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 Principal Account Manager is responsible for creating and executing the account strategy and leading the extended team so the customer achieves its growth targets thereby AWS achieving increased levels of revenue and service addition to being a customer 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 public cloud technical acumen and has led a large team of extended resources.
Role & Responsibilities:
The Principal Account Manager is responsible for teaming with all aspects of the customers organization. This includes C-level executives engineering 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 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. The 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 customer and balance that with AWS business needs. This includes dotted line responsibility for partnership and technical collaboration.
Key job responsibilities
- 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
- Build and motivate a team of high performing sales professionals
- Engage and direct functional teams such as demand generation 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 empower 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.
- Bachelors degree or equivalent
- 10 years of technology sales selling enterprise software networking infrastructure managed hosting services or cloud computing services experience
- Sales successes and outcomes within a consumption-based revenue recognition model (ex. land and expand motions)
- Demonstrated strength in establishing and maintaining senior executive (technical and non-technical) relationships with high-growth technology organizations.
- Experience identifying developing negotiating and closing large-scale technology projects for global customers
- Experience taking a leading role in building complex software or computing infrastructure that has been successfully delivered to customers
- - Understanding of the AI technology landscape including model training and inference AI application architectures and compute infrastructure (GPU/custom silicon)
- Success in operating within the unique characteristics opportunities associated with Private Equity-owned technology organizations.
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.
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 MN Minneapolis - 170000.00 - 230000.00 USD annually
USA TX Austin - 170000.00 - 230000.00 USD annually
USA TX Dallas - 170000.00 - 230000.00 USD annually
Required Experience:
Manager
Key Skills
- Business Development
- Customer Service
- Revenue Growth
- Product Knowledge
- Account Management
- CRM
- Customer Base
- New Customers
- Territory
- Business Relationships
- Sales Goals
- Sales Process
- Powerpoint
- New Clients
- Technical Support
About Company
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