Principal Account Manager, Strategic Accounts

AWS is seeking an experienced Principal Strategic Account Manager to lead and continue to expand the business with one of our companys largest and most innovative customers.

The Strategic Account Manager will be a key member of the team responsible for providing business leadership and creative direction for this highly visible customer. You will build and maintain broad relationships in the account develop and manage opportunities and lead a large team of extended resources. You will define the executive relationship strategy within the account; including building a strong working relationship with the AWS senior leadership team for executive sponsorship executive business reviews and shaping go-to-market opportunities.

Do you look around corners for ways to engage and service customers Are you passionate about using technology to solve business problems that have big customer impact

Come build the future with us!

AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the 8 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.

The AWS Industries team is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers where they are in their cloud journey and work backwards from their industry specific needs to transform their business and their entire industry. Our team speaks the language of our industry customers which means that we focus on business outcomes and industry use cases on behalf of our customers whether that is how we build products and solutions how we sell how we deliver or how we partner.

Key job responsibilities
Leading and directing the AWS customer account team.
Identifying and building trusted advisor relationships with key influencers and decision-makers specifically CxOs at the customer.
Working closely with internal AWS teams (executives solution architects business development marketing partners enterprise support service teams and professional services) as well as external SI and ISV partners to support the best business solution for customers.
Defining a CXO relationship strategy within the customer coordinating executive business reviews and maintaining customer satisfaction levels.
Candidate should have strong leadership presence and be able to command a room in a meeting. They should be seen as an authority in communicating via email phone and face to face. They must be comfortable writing executive briefing documents for and communicating with the most senior executives at the company.
Operating with significant autonomy and discretion a high degree of decision making is required in routine customer engagement. Business judgment is critical.
Managing the sales pipeline via Salesforce and facilitating all stages of a sale.
Participates and leads in the negotiation and closing of legal agreements and complex contracts.
Maintains an operating knowledge of AWSs service catalog and is able to relate them to solving customers business problems.
Helps define product requirements by understanding and evangelizing the needs of customers.
Working with marketing and communications to develop formal references PR and case studies highlighting impactful customer activity and workloads running on AWS.

- 12 years of sales or sales management in infrastructure or cloud technology experience
- Experience working with and presenting to C-level executives IT and lines of businesses across organizations or equivalent
- Bachelors degree or MBA in computer science engineering analytics mathematics statistics IT or equivalent

- Experience with AWS and technology as a service (IaaS SaaS PaaS)
- Experience as primary account manager of a global federated enterprise working with multiple business units and influencing governance and policy or equivalent
- Experience in large complex deal negotiations with a successful track record
- 4 years of stakeholder or account management experience or experience with AWS services or other cloud offerings
- Experience and track record of exceeding sales goals

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