US ISV Senior Sales Leader

Were seeking a front-line sales manager to lead a high-performing team driving AWS adoption within our Independent Software Vendor (ISV) segment in North America.

This leader will further accelerate the growth of a business focused on helping ISVs innovate for their end customers. They will set the strategy for their team to grow AWS revenue across a portfolio of ISV accounts with a particular focus on agentic AI and build the operational rigor to execute consistently. They will establish a short- and long-term vision to develop their teams ability to co-innovate with ISVs and orchestrate cross-functional resources including solution architects partner managers BDs and product teams to deliver business outcomes.

The ideal candidate has led technology sales teams and knows how to coach and develop sellers through complex deal cycles. They bring deep familiarity with the AI landscape and have managed teams that successfully drive AI service adoption within ISV accounts. They know how to inspect pipeline diagnose blockers and coach Account Managers through complex AI adoption cycles. They can model what great looks like when engaging CxOs on AI strategy and elevate their teams ability to articulate business value across ISV use-cases such as AI-powered SaaS features intelligent automation inference and code generation.

The right candidate combines deep technology sales leadership with executive presence can engage AWS and customer executives can articulate creative business approaches and can influence roadmap decisions. They are a strategic thinker with strong judgment high ownership and the ability to build followership across their team and the broader organization.


Key job responsibilities
- Strategy & Revenue: Set the teams growth strategy across the full breadth of AWS services with a focus on AI and drive execution to exceed annual revenue targets
- Talent & Team Building: Recruit build and retain a team of top strategic sales professionals; own performance management promotions development pipelines and mentoring
- Coaching & Seller Development: Coach sellers through complex deal cycles including how to qualify opportunities position AWS services competitively and drive ISV customers to adopt AWS with a focus on embedding AI capabilities into their products
- Operational Excellence: Establish inspection mechanisms pipeline rigor and scalable processes that drive consistent team performance
- Account Planning & Execution: Co-develop account plans with the team and remove barriers to execution across the portfolio
- Pipeline Generation: Partner with demand generation to ensure healthy pipeline coverage and predictable growth
- Cross-Functional & Partner GTM: Orchestrate Solution Architecture BD Marketing Partner and Training resources; drive joint go-to-market motions with AWS Partner teams to accelerate ISV adoption
- Executive Engagement: Lead executive business reviews and secure executive sponsorship from AWS leadership on behalf of the teams accounts
- Customer Outcomes: Enable end-customers to meet their business goals in partnership with AWS and create customer satisfaction across the portfolio


About the team
AWS Global Sales drives adoption of the AWS cloud worldwide enabling customers of all
sizes to innovate and expand in the cloud. Our team empowers every customer to grow by
providing tailored service unmatched technology and unwavering support. We dive deep
to understand each customers unique challenges then craft innovative solutions that
accelerate their success. This customer-first approach is how we built the worlds most
adopted cloud. Join us and help us grow.

About AWS

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.

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.


- 10 years of technology related sales business development or equivalent experience
- 5 years of sales team management experience
- Experience in management of large complex enterprise accounts or equivalent

- Bachelors degree or equivalent

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 - 205700.00 - 278200.00 USD annually