Amazon
Sr. Sales Leader, ISV Sales, ISV Sales - Horizontal Business Applications (HBA)
Amazon, San Francisco, California, United States, 94199
Job ID: 2776376 | Amazon Web Services, Inc.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 training 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 travelA day in the life
As 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 a 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.BASIC QUALIFICATIONS
10+ years of technology-related sales, business development or equivalent experience5+ years of sales management experienceExperience in management of large, complex enterprise accounts or equivalentPREFERRED QUALIFICATIONS
Master's degree or equivalentBachelor's degree or equivalentAmazon 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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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 training 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 travelA day in the life
As 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 a 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.BASIC QUALIFICATIONS
10+ years of technology-related sales, business development or equivalent experience5+ years of sales management experienceExperience in management of large, complex enterprise accounts or equivalentPREFERRED QUALIFICATIONS
Master's degree or equivalentBachelor's degree or equivalentAmazon 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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