Note: The job is a remote job and is open to candidates in USA. Amazon Web Services (AWS) is a comprehensive cloud platform provider serving customers from startups to Global 500 companies. The Principal Account Manager will develop and execute account strategies for strategic ISV customers, drive AWS cloud and AI adoption, exceed revenue targets, and build senior-level customer and partner relationships. The role also leads cross-functional teams, develops go-to-market programs, and manages strategic customer growth and satisfaction.
Responsibilities
- 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, 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
Skills
- 10+ years of technical and strategic selling
- Extensive track record of building and nurturing senior level relationships with complex customers
- Hands-on approach to developing new opportunities
- Public cloud technical acumen
- Experience managing high revenue, strategically important customers
- Experience building relationships across an account including C-level executives, engineering, product, AI, IT/operations, partner org, and sales
- Ability to implement a broad strategy for earning customer acceptance and service implementation
- Collaborative work style with all appropriate AWS resources (Executives, Partner, Support, Solution Architect)
- Ability to advocate for the customer in harmony with AWS business needs
- Experience in new service adoption and new line of business development
- Ability to drive adoption of AWS' full suite of services into a portfolio of Strategic ISV customers
- Ability to exceed annual revenue and design win targets
- Ability to drive levers for growth of the business including Account Plans and GTM programs
- Experience engaging and directing functional teams such as demand generation
- Ability to curate a healthy sales pipeline
- Experience collaborating with partners to oversee enablement trainings and account prospecting workshops
- Ability to manage all operational aspects of the business; SFDC, etc
- Ability to develop long-term strategic relationships with AWS Executives and Partner management teams
- Ability to embrace and drive the Amazon culture and lead through Leadership Principles
- Ability to increase and foster very high customer satisfaction
- FSI and/or ISV experience
Benefits
- Sign-on payments
- Restricted stock units (RSUs)
- Sales incentives
- Health insurance, including medical, dental, vision, prescription, Basic Life & AD&D insurance, and optional Supplemental Life plans
- Employee Assistance Program (EAP)
- Mental Health Support
- Medical Advice Line
- Flexible Spending Accounts
- Adoption and Surrogacy Reimbursement coverage
- 401(k) matching
- Paid time off
- Parental leave
- Ongoing events and learning experiences
- Mentorship and other career-advancing resources
- Flexibility as part of the working culture
Company Overview
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