Principal ISV Account Manager

We are looking for a talented individual to lead a cross‑functional team that includes specialists, solution architects, 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.

• Team with all aspects of the customer’s organization, including C‑level executives, engineering, IT/operations, partner organization, and sales.
• Build relationships across the account using creative systems thinking.
• Sell to the most senior (C‑level) executives within the account and implement a broad strategy for earning customer acceptance and AWS service implementation.
• Collaborate with all appropriate AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests, while balancing AWS business needs.
• Hold dotted‑line responsibility for partnership and technical collaboration.
• Drive adoption of AWS’s full suite of services into a portfolio of Strategic ISV customers.
• Exceed annual revenue and design win targets.
• Drive levers for business growth, including account plans and go‑to‑market programs that accelerate adoption of ISV partner products; work closely with marketing and partner teams.
• Build and motivate a team of high‑performing sales professionals.
• Engage and direct functional teams such as demand generation to 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 (e.g., SFDC).
• Develop long‑term strategic relationships with AWS executives and partner management teams.
• Embrace and drive Amazon culture; lead through the Leadership Principles.
• Increase and foster very high customer satisfaction.
• Moderate travel in normal business times.

• 10+ years of technology related sales, business development, or equivalent experience.
• Experience working with, presenting to, and negotiating with C‑level executives, IT, lines of business, procurement, finance, legal, and internal stakeholders for sizeable commercial/enterprise deals.

• 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.

Location:

San Francisco, CA. Base salary range: $187,000 – $252,900 USD annually.