Principal Account Manager, ISV

Description

The AWS ISV sales team is responsible for serving the needs of medium to large ISV customers. Our team takes pride in leading customers through an accelerated and innovative cloud and AI journey and in creating long‑term business relationships of value and trust.

The Principal Account Manager is responsible for creating and executing the account strategy, leading the extended team, and ensuring both the customer and AWS grow. The role requires an extensive track record of building and nurturing senior‑level relationships with complex customers, a hands‑on approach to developing new opportunities, public cloud technical acumen, and experience leading a large team of extended resources.

As part of the AWS ISV sales team, you will work alongside a motivated team that values diversified perspectives and ideas to equip customers with innovative solutions. You will manage relationships with high‑revenue, strategically important customers and deliver ground‑breaking solutions to help them achieve the cloud's game‑changing benefits at scale.

• Team up with all aspects of the customer’s organization, including C‑level executives, engineering, product, AI, IT/operations, partner org, and sales.
• Sell at the most strategic (C‑level) within the account and implement a broad strategy to gain customer acceptance and service implementation.
• Collaborate with all appropriate AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests and advocate for the customer in harmony with AWS business needs.
• Drive new service adoption and new line‑of‑business development.
• Oversee partnership and technical collaboration with dotted line responsibility.

• 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 and GTM programs to drive adoption of our ISV partners’ products, working closely with marketing and the partner teams.
• Engage and direct functional teams such as demand generation and 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.

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

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.

Here at AWS, it’s in our nature to learn and be curious. Our employee‑led affinity groups foster a culture of inclusion that empowers us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and Amaze Con conferences, inspire us to never stop embracing our uniqueness.

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