Principal ProServe Account Executive, Strategic Accounts - ISVs

The Amazon Web Services Professional Services (Pro Serve) team is seeking a dynamic Pro Serve Account Executive (PAE) to join our team at Amazon Web Services (AWS). In this role, you'll be responsible for engaging an existing Large ISV customer in transformative projects involving IT Strategy, distributed architecture, and hybrid cloud operations. You'll work closely with Pro Serve Cloud Architects, Engagement Managers, and Delivery Consultants to drive customer success and business growth.

As Pro Serve’s customer facing relationship owner you’ll be primarily focused on understanding and defining business outcomes for customers by building trust, identifying applicable AWS Professional Services offerings, and creating proposals and securing customer signoff of SOW’s. Following project launch, you will stay connected with the customer to ensure we are delivering the agreed customer business outcomes (CBO) as outlined in the SOW.

Your experience in selling services for SAP Implementations/delivery, will equip you with the ability to translate technical concepts into business value for customers. You will demonstrate proficiency in business development, executing sales methodologies and managing CRM systems coupled with strong analytical, problem-solving, and project management abilities. PAEs performance will be measured against key metrics including but not limited to Revenue, Billable Bookings, and customer satisfaction (CSAT).

The AWS Professional Services organization is a global team of experts that help customers realize their desired business outcomes when using the AWS Cloud. We work together with customer teams and the AWS Partner Network (APN) to execute enterprise cloud computing initiatives. Our team provides assistance through a collection of offerings which help customers achieve specific outcomes related to enterprise cloud adoption.

We also deliver focused guidance through our global specialty practices, which cover a variety of solutions, technologies, and industries.

• Leading business development efforts by engaging customers and driving high-value engagements
• Collaborating with Amazon Global Sales (AGS) representatives to ensure a coordinated approach for key accounts
• Creating proposals, securing customer sign-off on Statements of Work (SOWs), and ensure successful project delivery
• Monitoring ongoing projects to ensure delivery of agreed CBOs and maximize revenue potential
• Advocating for customers while balancing AWS business objectives

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, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

• 9+ years of technology/software sales experience, or Bachelor's degree in computer science, engineering, mathematics or equivalent
• Experience exceeding sales targets using a consultative, solutions-focused approach or equivalent
• Experience with cloud technologies and IT strategies
• Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage
• Professional working proficiency in German — ability to conduct business conversations, present to customers, and navigate SAP's Walldorf-headquartered organization in German

• Experience in setting up and managing a sales pipeline
• SAP certification or technical background in SAP workloads on cloud
• Prior experience in AWS Pro Serve, GSI/ISV alliances, or SAP consulting

Amazon is an equal opportunity employer and does not discriminate…