Amazon
Sr. Sales Leader, ISV Sales, ISV Sales - Horizontal Business Applications (HBA)
Amazon, San Francisco, California, United States, 94199
As an AWS sell-to team dedicated to Horizontal Business Applications ISVs, our team serves as trusted advisors responsible for the entire ISV relationship owner. We take an active role in collaborating with ISVs at all stages, guiding ISVs along a maturity model path focused on making AWS the preferred cloud platform to build, run, and grow their offerings. We provide hands-on support with C-level executives through activities like co-selling, enabling AWS Marketplace listings, and driving integrations of AWS services. We focus on making sure AWS is the most efficient and margin positive platform for their solutions. A core part of our mission is moving relationships from transactional to strategic, by establishing joint business planning and securing executive sponsorship. Our team drives mutual growth by delivering this high-touch level of engagement. We position ourselves as true ISV customer advocates.
We are seeking a seasoned Sales Leader to lead a team focused on driving adoption of Amazon Web Services (AWS) cloud services within AWS’ strategic Independent Software Vendor (ISV) Sales Segment. The leader of this team will further build the business focused on enabling high-growth SaaS ISVs to innovate and deliver software more efficiently using AWS’ platform and higher-level services. This leader must have a growth mindset and be a strategic thinker with experience leading teams in the creation of very large sell-to and sell-with agreements. The individual must have strong collaboration skills to unite many cross-functional teams including sales, partner, product teams, and business development, and deliver accelerated, double-digit growth for AWS and our ISV customers.
As the Senior Leader focused on our important ISV customers and partners in the Americas ISV Segment, you will have the opportunity to help shape the future of cloud computing by building and leading a team that manages one of the highest revenue growth areas in the company and is planned to grow to a larger organization. In addition to leading a seasoned sales team and helping to build the organization, there is accountability for a broad extended team including Solution Architects, Enterprise Support professionals, and Partner-Focused individuals, all focused on collaborating to deliver new product design wins, migrations, and aggressive direct and influenced revenue targets.
The right candidate will possess tenured technology sales leadership experience coupled with a high degree of business judgment. The person must be able to personally own CXO level engagements and also comfortably engage with AWS’ most senior executives including our CEO. The candidate’s engagement with AWS’ Executive team will include articulating trends and communicating ideas to accelerate the business, in addition to defining creative proposals and gaining executive buy-in. The candidate must think like a business owner who drives high operational standards, thinks both short and long term, acts urgently, owns the outcomes, and is an inspirational leader. The individual must also be committed to embodying our unique culture and demonstrating its value to every member of the team.
Key job responsibilities
Drive adoption of AWS’ full suite of services into a portfolio of Strategic ISV customersExceed annual revenue and design win targetsDrive levers for growth of the business: inclusive of Account Plans, GTM programs to drive adoption of our ISV partners’ products, working closely with marketing and the partner teamsBuild and motivate a team of high-performing sales professionalsEngage and direct functional teams such as demand generation to curate a healthy sales pipelineCollaborate with partners to oversee enablement trainings and account prospecting workshopsIn partnership with Sales Ops, manage all operational aspects of the business; SFDC, etc.Develop long-term strategic relationships with AWS Executives and Partner management teamsEmbrace and drive the Amazon culture; lead through our Leadership PrinciplesIncrease and foster very high customer satisfactionIn normal business times there will be moderate travel
A day in the lifeAs an HBA District Manager at AWS, you'll connect with your team of high-performing sellers to provide coaching and direction to maximize their impact. You'll spend your time in strategic meetings with ISV executives, working closely together to drive adoption of AWS services and achieve revenue goals. You'll host best practice sharing sessions to scale what's working or work cross-functionally with marketing and partner teams to open up new business opportunities. You'll recognize top talent and great work from your team, to continue fostering a culture where they can thrive.
Throughout each week, you'll collaborate closely with Sales Ops on forecasts, metrics, and operational processes to optimize how the team functions. You'll also carve out time to develop long-term relationships with AWS leaders to increase alignment. You'll regularly be onsite with customers and partners to further strengthen these connections.
Above all, you'll lead by example embodying the Amazon Leadership Principles and promoting a culture of customer obsession, innovation, and excellence. You'll empower your team to drive results while also taking care of themselves and having fun. As an HBA District Manager, no two days look the same - it's fast-paced, challenging, and rewarding work that creates massive impact for AWS and our customers.
About the team
Diverse ExperiencesAmazon 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.
Why AWS
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.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
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 AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship, and other career-advancing resources here to help you develop into a better-rounded professional.
- 10+ years of technology-related sales, business development, or equivalent experience- 5+ years of sales management experience- Experience in management of large, complex enterprise accounts or equivalent
- Master's degree or equivalent- Bachelor's degree or equivalent
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. For individuals with disabilities who would like to request an accommodation, please visit
https://www.amazon.jobs/en/disability/us .
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $168,300/year in our lowest geographic market up to $278,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit
https://www.aboutamazon.com/workplace/employee-benefits . This position will remain posted until filled. Applicants should apply via our internal or external career site.
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We are seeking a seasoned Sales Leader to lead a team focused on driving adoption of Amazon Web Services (AWS) cloud services within AWS’ strategic Independent Software Vendor (ISV) Sales Segment. The leader of this team will further build the business focused on enabling high-growth SaaS ISVs to innovate and deliver software more efficiently using AWS’ platform and higher-level services. This leader must have a growth mindset and be a strategic thinker with experience leading teams in the creation of very large sell-to and sell-with agreements. The individual must have strong collaboration skills to unite many cross-functional teams including sales, partner, product teams, and business development, and deliver accelerated, double-digit growth for AWS and our ISV customers.
As the Senior Leader focused on our important ISV customers and partners in the Americas ISV Segment, you will have the opportunity to help shape the future of cloud computing by building and leading a team that manages one of the highest revenue growth areas in the company and is planned to grow to a larger organization. In addition to leading a seasoned sales team and helping to build the organization, there is accountability for a broad extended team including Solution Architects, Enterprise Support professionals, and Partner-Focused individuals, all focused on collaborating to deliver new product design wins, migrations, and aggressive direct and influenced revenue targets.
The right candidate will possess tenured technology sales leadership experience coupled with a high degree of business judgment. The person must be able to personally own CXO level engagements and also comfortably engage with AWS’ most senior executives including our CEO. The candidate’s engagement with AWS’ Executive team will include articulating trends and communicating ideas to accelerate the business, in addition to defining creative proposals and gaining executive buy-in. The candidate must think like a business owner who drives high operational standards, thinks both short and long term, acts urgently, owns the outcomes, and is an inspirational leader. The individual must also be committed to embodying our unique culture and demonstrating its value to every member of the team.
Key job responsibilities
Drive adoption of AWS’ full suite of services into a portfolio of Strategic ISV customersExceed annual revenue and design win targetsDrive levers for growth of the business: inclusive of Account Plans, GTM programs to drive adoption of our ISV partners’ products, working closely with marketing and the partner teamsBuild and motivate a team of high-performing sales professionalsEngage and direct functional teams such as demand generation to curate a healthy sales pipelineCollaborate with partners to oversee enablement trainings and account prospecting workshopsIn partnership with Sales Ops, manage all operational aspects of the business; SFDC, etc.Develop long-term strategic relationships with AWS Executives and Partner management teamsEmbrace and drive the Amazon culture; lead through our Leadership PrinciplesIncrease and foster very high customer satisfactionIn normal business times there will be moderate travel
A day in the lifeAs an HBA District Manager at AWS, you'll connect with your team of high-performing sellers to provide coaching and direction to maximize their impact. You'll spend your time in strategic meetings with ISV executives, working closely together to drive adoption of AWS services and achieve revenue goals. You'll host best practice sharing sessions to scale what's working or work cross-functionally with marketing and partner teams to open up new business opportunities. You'll recognize top talent and great work from your team, to continue fostering a culture where they can thrive.
Throughout each week, you'll collaborate closely with Sales Ops on forecasts, metrics, and operational processes to optimize how the team functions. You'll also carve out time to develop long-term relationships with AWS leaders to increase alignment. You'll regularly be onsite with customers and partners to further strengthen these connections.
Above all, you'll lead by example embodying the Amazon Leadership Principles and promoting a culture of customer obsession, innovation, and excellence. You'll empower your team to drive results while also taking care of themselves and having fun. As an HBA District Manager, no two days look the same - it's fast-paced, challenging, and rewarding work that creates massive impact for AWS and our customers.
About the team
Diverse ExperiencesAmazon 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.
Why AWS
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.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
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 AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship, and other career-advancing resources here to help you develop into a better-rounded professional.
- 10+ years of technology-related sales, business development, or equivalent experience- 5+ years of sales management experience- Experience in management of large, complex enterprise accounts or equivalent
- Master's degree or equivalent- Bachelor's degree or equivalent
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. For individuals with disabilities who would like to request an accommodation, please visit
https://www.amazon.jobs/en/disability/us .
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $168,300/year in our lowest geographic market up to $278,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit
https://www.aboutamazon.com/workplace/employee-benefits . This position will remain posted until filled. Applicants should apply via our internal or external career site.
#J-18808-Ljbffr