Principal Account Manager, WWPS ISV Sales, PARTNERS-WWPS

Amazon Web Services (AWS) is a comprehensive cloud platform serving customers from startups to Global 500 companies and public sector organizations. The Principal Account Manager will drive revenue, adoption, and market penetration for strategic ISV accounts by developing sales and go-to-market strategies, managing pipelines, engaging customers and partners, and coordinating with internal teams. The role also supports customer success, technical solution alignment, and business reviews for senior management.

Responsibilities:

• Set a strategic sales plan for your target markets in line with the AWS strategic direction
• Drive revenue and market share within the global account business area
• Maintain an accurate and robust pipeline and forecast of business opportunities
• Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case
• Serve as a key member of the AWS Public Sector team in helping to drive adoption of the overall AWS market and technical strategy
• Understand the technical considerations and certifications specific to the public sector
• Develop and manage the sales pipeline by engaging with prospects, partners, and key customers
• Work closely with the customer base to ensure they are successful using our web services, making sure they have the technical resources required
• Understand the technical requirements of your customers and work closely with the internal development team to guide the direction of our product offerings for developers
• In coordination and collaboration with other internal/external stakeholders, prepare and deliver business reviews to the senior management team regarding quarterly and yearly strategies to align with revenue growth expectations
• Accelerate customer adoption and customer satisfaction

Requirements:

• 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
• 8+ years of business development, partner development, sales or alliances management experience
• Experience positioning and selling technology to new customers and new market segments
• Experience building new customer relationships
• Experience with customer relationship management, especially C-suite level customer engagement
• Experience working with large global teams
• Experience managing complex projects and/or programs within a matrix environment
• 3+ years of exceeding quota and key performance metrics experience
• Experience driving adoption of new and disruptive technologies