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 company’s 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, 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.

• 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.
• Demonstrating strong leadership presence and the ability to command a room in meetings. Being seen as an authority in communicating via email, phone, and face‑to‑face. Comfortable writing executive briefing documents for, and communicating with, the most senior executives at the company.
• Operating with significant autonomy and discretion, with a high degree of decision making required in routine customer engagement. Business judgment is critical.
• Managing the sales pipeline via Salesforce and facilitating all stages of a sale.
• Participating and leading in the negotiation and closing of legal agreements and complex contracts.
• Maintaining an operating knowledge of AWS’s service catalog and being able to relate them to solving customers’ business problems.
• Helping 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 business across organizations or equivalent.
• Bachelor's 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.

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…