Principal Account Manager, ISV

Job ID: 2646396 | Amazon Web Services, Inc.AWS is seeking a world class sales executive with Global Accounts experience to manage the strategy and relationship with one of AWS’ largest ISV customers on a fast growth trajectory. This person will be responsible for driving the integration of complex AWS services into the SaaS provider’s global solutions, and ensuring that this customer is building its products on AWS.The individual will have extensive big account experience building and nurturing CxO relationships as they will manage the relationship with one of the most important and influential AWS customers and deliver ground-breaking solutions to help its customers achieve the game changing benefits of the cloud at scale. Must have experience managing a high revenue, strategically important customer in the market.You will be responsible for partnering with the customer to build strategic relationships and articulate a clear vision and generate business value. You will drive business innovation through engagement with C-level executives, business development executives, IT leaders, architects, developers, and various lines of businesses.The account leader will manage a small team directly, and broader team across technical and partner development roles. This includes dotted line responsibility for downstream sales and technical resources. Developing formal case studies and other forms of material highlighting successes, and workloads running on AWS, is part of the role.Key job responsibilities

The successful candidate will be able to demonstrate the following:Develop and execute a comprehensive strategy to drive growth globally.Success establishing trusted relationships with C-Suite and Board of F1000 companies by building and conveying compelling value proposition for game-changing technology and innovation.Success defining a CXO relationship strategy within the customer, and identify and build trusted advisor relationships with influencers and decision-makers. Must be comfortable coordinating executive business reviews, writing executive briefing documents, and communicating with the CxOs at the company.Demonstrated ability to think strategically and analytically about business, and organizational and technology challenges of customers.A high degree of difficult decision making is required in routine customer engagement, therefore business judgment is critical.Proven success leading, inspiring, and collaborating cross-organizationally while operating with autonomy to make strategic trade-offs between short term opportunities and long-term impact, and ultimately drive decisions in the face of ambiguous and sometimes shifting customer needs.Demonstrate operating knowledge of AWS’s services and able to relate them to solving customers’ business problems.Define product requirements by understanding and evangelizing the needs of customers.Partner with marketing and communications to develop references, PR, and case studies highlighting impactful customer activity and workloads running on AWS.Demonstrate effective communication with internal teams (executives, solution architects, business development, marketing, partners, enterprise support, service teams and professional services) and executive resources to support the best business solution for customers.Participate and lead the negotiation and closing of commercial agreements, such as EAs, and contracts, such as PPAs.BASIC QUALIFICATIONS

- 10+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience.PREFERRED QUALIFICATIONS

- 7+ years of building profitable partner ecosystems experience.- Experience developing detailed go to market plans.Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.

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