Description

　　Amazon Web Services (AWS) is the leading cloud provider, providing virtualized infrastructure, storage, networking, messaging, and many other services to customers all over the world. AWS runs a globally distributed environment, operating at massive levels of scale. Businesses, educational institutions and governments depend on AWS for secure cloud services and solutions.

　　As a Global Account Manager, ISV Sales, you will have the exciting opportunity to deliver on our strategy to build mind share of Amazon Web Services in both commercial and public sector to grow adoption of cloud-based solutions. In the role, you will establish and maintain C-level, sales, and product relationships with a set of strategic ISV solution providers. By establishing and growing business and technical relationships, and managing the day-to-day interactions with these accounts, you will be responsible for driving top line revenue growth and overall market adoption.

　　The ideal candidate will possess both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to easily interact with enterprise customers and sales executives. He/she should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. The position also requires a strong technical acumen, along with working knowledge of software architecture and the enterprise software landscape.

　　Inclusive Culture.

　　Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

　　Work/Life Harmony. Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.

　　Mentorship and Career Growth. Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.

　　Located within the greater Washington DC Metro Area.

　　Key job responsibilities

　　Establish a business development plan for a territory of ISV customers with the goal of growing their adoption and usage of AWS. This includes developing detailed account plans to track the progress of each ISV solution provider and achievement to goals. Execute this plan while working with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).

　　Achieve revenue targets and work with the partner and AWS sales organizations to achieve/exceed goals.

　　Build deep relationships with ISVs in your territory to fully understand their business and technical needs

　　Drive business development initiatives with your ISV customers and ensure that AWS is their preferred platform.

　　Provide technical and architectural resources to assist your ISV customers in the adoption of AWS and their delivery of solutions to market, including assisting them with channel partners and in pursuit of regulatory compliance accreditations, such as FedRAMP

　　Support the ISVs as they develop their solutions through formal AWS APN programs (and other resources)

　　Manage and close a pipeline of business

　　Prepare and give business reviews to the senior management team.

　　Manage complex contract negotiations and serve as a liaison to the legal group.

　　We are open to hiring candidates to work out of one of the following locations:

　　Austin, TX, USA | Boston, MA, USA | Chicago, IL, USA | Mountain View, CA, USA | Oceanside, CA, USA | San Diego, CA, USA | Washington Dc, DC, USA

　　Basic Qualifications

　　7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience

　　10+ years of business development, partner development, sales or alliances management experience

　　Bachelor's degree or equivalent experience

　　Preferred Qualifications

　　5+ years of building profitable partner ecosystems experience

　　Experience developing detailed go to market plans

　　7+ years of quota-carrying technology field sales or business development experience

　　7+ years of experience with identifying, developing, negotiating, and closing large-scale technology projects with enterprise accounts

　　Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations

　　7+ years of experience creating and implementing long-term transformational account strategies in a customer-facing role

　　Cross functional selling experience (Architect, Sales Engineer, Professional Services, Partner, and ISV)

　　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.

　　Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $114,300/year in our lowest geographic market up to $212,600/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. Applicants should apply via our internal or external career site.