Principal Strategic Account Manager, Strategic Accounts (Digital Native)

San Francisco, CA, United States

Principal Strategic Account Manager, Strategic Accounts (Digital Native) Job ID: 2664024 | Amazon Web Services, Inc.

As a Principal Strategic Account Manager, you are driving business innovation through effective engagement with C-level executives, business development executives, IT leaders, architects, developers, and various lines of businesses for Strategic AWS Accounts. You will be working with one of the most important and influential global AWS customers and designing critical workloads in the GenAI space.

On a daily basis you empower your customers to solve challenges while attaining both their operational and innovation goals. You deliver business outcomes while guiding them to become more agile, innovative, and efficient. With AWS, our customers benefit from the fastest pace of innovation, the broadest and deepest functionality, the most secure computing environment, and the most proven operational expertise.

AWS values diverse experiences. Even if you do not meet all of the 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.

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 empower 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 & 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.

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 we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

The AWS Industries team is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers where they are in their cloud journey and work backwards from their industry specific needs to transform their business and their entire industry. Our team speaks the language of our industry customers, which means that we focus on business outcomes and industry use cases on behalf of our customers, whether that is how we build products and solutions, how we sell, how we deliver, or how we partner.

Key job responsibilities

· Experience as a quota carrying technology field sales individual, or business development professional

· Experience increasing technology adoption and creating long term transformational account strategies

· Experience working with and presenting to C-level executives, IT, and other lines of business

· Demonstrated success in identifying, developing, negotiating, and closing large-scale technology projects to Global Customers

A day in the life

Whether spending your days helping our customers design a new workflow or service for our product teams to build, or solving challenges of bring existing workflows to the cloud, you will find yourself challenged but supported by the best team in the industry.

About the team

Our team works with the one of the most influential customer's in the Industry.

Massive Transparency - customers key cultural tenet is “freedom and responsibility.” They continuously push ownership and responsibility to frontline employees. In response, we ensure clear and consistent messaging across our internal team, service teams, and to each individual customers product team.

Long Term, Big Picture Thinking - customer is a flagship public customer for AWS whose strategic importance outweighs revenue contribution alone. We make wise decisions that benefit our long-term partnership even if they cause negative short term revenue impacts.

Radical Candor - the customer operates swiftly at hyper scale where small actions can have big ripples. We match our customer’s tone and practices by communicating with high transparency and speed, having difficult conversations early to avoid long-term repercussions.

Overprepare, Always Deliver - History exists in nearly all interactions between AWS and our customer. Learn from the past and never make the same mistake twice. Document lessons learned and communicate context to AWS stakeholders so we enter every conversation informed and prepared.

Learn to Say No – Given our customers status and expectations, customer obsession leads to pressure for service teams or team members to commit when they shouldn’t. We carefully weigh long-term impact to both organizations and understand our customer's desire not to be a “snowflake” (the only AWS customer on a custom solution) before committing or allowing service teams to commit to new features, services, or major architectural changes.

Embrace Ambiguity, Take Risks: our customer is a first-mover and early adopter, pushing the boundaries of what’s possible and seeking to innovate beyond industry standards. Being an innovator means taking risks and navigating ambiguity. As a team we are empowered, not penalized, to take calculated risks and explore roads less traveled in order to find new solutions for our customers challenges and improve our partnership through co-innovation.

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

San Francisco, CA, USA

BASIC QUALIFICATIONS · 10+ years of complex Sales, Account Management or Line-of-Business Management with P&L Ownership

· 10+ years experience communicating and presenting to C-Suite and senior leadership internally (VP-level and above)

· 10+ years experience managing and orchestrating account team resources on behalf of customers

· 10+ years experience positioning and selling technology to new and existing clients

· 10+ years experience proactively growing customer knowledge and relationships within complex accounts

· 10+ years experience dealing with consistent and sustained business and sales performance in complex enterprise sales

· BA/BS degree or relevant experience

PREFERRED QUALIFICATIONS · Significant Direct field experience in working with enterprise accounts developing and executing strategies using multiple types of resources (Professional Services, Partners) selling technology solutions

· Track record in forecasting and territory management as well as sales planning and sales operations with a track record of exceeding revenue quota and new customer adoption goals

· Experience in negotiating large contracts, coordinating closely with legal counsel and top Amazon Business executives

· Ensuring the right sense of urgency and diligence across the company

· Strong verbal and written communications skills

· Demonstrated ability to engage and influence C-Suite customer executives

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.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $153,000/year in our lowest geographic market up to $252,900/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. This position will remain posted until filled. Applicants should apply via our internal or external career site.

Posted: April 21, 2024 (Updated 1 day ago)

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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.

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