Position Details

Type Not Specified

Experience senior

Exp. Years Not specified

Education Not specified

Category Sales & Business Development

About this role

This role leads AWS account strategy for ISV customers, partnering with internal AWS teams and the AWS Partner Team to execute aligned Go-To-Market programs. You will drive growth by nurturing senior relationships, developing new opportunities, directing functional teams, and exceeding annual revenue and win targets.

Key Responsibilities

Create and execute account strategy for ISV customers
Lead extended team execution to grow both customer and AWS
Sell at the most strategic C-level within the account and drive service implementation
Exceed annual revenue and win targets through account plans and GTM programs
Direct functional teams such as demand generation to build a healthy sales pipeline

Technical Overview

The technical scope is oriented toward public cloud technical acumen to support ISV customers' cloud and AI journey. You will collaborate with Solution Architect and Support resources while leading strategic C-level selling and service adoption.

Ideal Candidate

The ideal candidate is a senior account manager with extensive ISV (Independent Software Vendor) sales experience who can build and execute account strategy and lead extended teams. They have strong CxO relationship-building skills with complex customers, hands-on opportunity development capability, and public cloud technical acumen to guide customers through an accelerated cloud and AI journey.

Must-Have Skills

Extensive track record of building and nurturing senior level relationships with complex customersHands-on approach to developing new opportunitiesPublic cloud technical acumenLed a large team of extended resourcesExperience managing high revenuestrategically important customersAbility to exceed annual revenue and win targetsAbility to sell at the most strategic (C-level) within the account

Required Skills

AWS ISV salesaccount strategyaccount plansGo-To-Market programsGTM programsC-level sellingCxO relationshipspublic cloud technical acumenrevenue targetssales pipelinedemand generationpartner enablement trainingsSolution Architect collaborationSupport collaboration

Hard Skills

Account strategy creationAccount planningGo-to-market programsPartner program alignmentSenior relationship managementComplex customer managementPublic cloud technical acumenRevenue and win targetsNew opportunity developmentSales pipeline managementDemand generation collaborationExecutive stakeholder managementC-level sellingAI journey conceptsISV partnership managementTeam leadership for extended resourcesFunctional team collaborationCustomer acceptance and service implementation

Soft Skills

Hands-on approachRelationship buildingCreative systems thinkingVisioningCollaboration with extended teamsAdvocacy for customer needsStrategic selling communicationLeadership of extended team

Industry & Role

Industry SaaS

Job Function Execute AWS ISV account strategy and drive strategic revenue growth through C-level relationships and Go-To-Market program execution.

Role Subtype Enterprise Account Manager

Tech Domains Amazon Web Services

Keywords for Your Resume

Sr. Account ManagerAccount ManagerAWS ISV sales teamISVIndependent Software Vendoraccount strategyaccount plansGo-To-Market programsGTM programsrevenuewin targetssales pipelinedemand generationpublic cloud technical acumenC-level executivesCxO relationshipspartner enablement trainingsPartner Teamdotted line responsibilityAIengineeringproductIT/operationsSolution ArchitectSupportmarketingAWS ISVISV salespublic cloudrevenue targets

Deal Breakers

Must have extensive track record of building and nurturing senior level relationships with complex customers, Must have public cloud technical acumen and experience managing high revenue, strategically important customers

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AWS Sr. Account Manager, ISV, AI Developer Tools

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