Would you like to own building the future for a leader in the Cloud Computing business in the public sector? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS) by leading the strategy development and managing the alliances with our most valuable Independent Software Vendors (ISVs)? Do you have the business savvy, business development experience, and the technical background necessary to help further establish Amazon as a leading cloud platform provider in collaboration with ISV partners?
As an AWS Account Manager, you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and adoption of Amazon Web Services in public sector. Your mission will be to develop a territory of ISV Developing accounts, growing their adoption of AWS and expanding their use of AWS services.
In this role, you will establish strategic business and technical relationships with ISVs leveraging your Cloud and industry experience as well as knowledge of public sector customer needs. You will have day-to-day interactions with these partners to support their education of AWS and adoption of AWS for their solutions.
The ideal candidate will possess the business background that enables them to engage and interact at the executive level, as well as a technical experience that enables deep interaction with software developers and architects. The candidate should also have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions.
Inclusive Team 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. 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 Balance
Mentorship and Career Growth – Our team is dedicated to supporting new members. We strive to help each team member develop into a better-rounded professional.
Key job responsibilities
• Set a strategic business development plan for ISVs in alignment with AWS’ strategic direction.
• Manage a portfolio of Developing ISVs to grow their adoption of AWS and support their public sector business.
• Understand the ISVs’ technical requirements and work closely with internal teams to guide the direction of our product and program offerings.
• Understand the legal, compliance, security, technical, procurement considerations and certifications specific to WWPS impacting your partners.
• Establish a business development plan for your ISV partners territory to grow their adoption and usage of AWS. This includes progress plans for each partner and goals achievement. Execute this plan working with stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).
• Manage revenue targets and work with the partner and across AWS sales organizations to achieve/exceed goals.
• Drive business development initiatives with partners to help them adopt AWS for key solutions and ensure AWS is their preferred platform.
• Support the partners as they develop their solutions through formal AWS APN programs (and other resources).
• Manage and close pipeline of business.
• Prepare and deliver business reviews to senior management.
• Manage complex contract negotiations and serve as liaison to legal group.
We are open to hiring candidates to work out of one of the following locations:
Arlington, WA, USA | Irvine, CA, USA | Santa Monica, CA, USA
BASIC QUALIFICATIONS
• MBA and/or a Bachelors degree in Computer Science or equivalent.
• 7+ years of sales or business development experience in the software/technology industry.
• 7+ years working in the public sector or with public sector customers (government, healthcare and education), with an understanding of government IT requirements, infrastructure, and procurement.
• 5+ years of experience in cloud technology.
• Demonstrated ability to work across cross functional teams to deliver large, complex IT solutions.
• Excellent verbal and written communications skills.
• Excellent negotiation and closing skills.
PREFERRED QUALIFICATIONS
• Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
• Highly self-motivated and entrepreneurial Maturity, judgment, negotiation/influence skills, analytical skills, and leadership skills.
• Exhibits excellent judgment
• Executive presence
• Possesses relentlessly high standards (is never satisfied with the status quo)
• Able to dive deep and is never out of touch with the technology
• Resilient and able to thrive in a fast-paced, results-driven environment with a high level of energy.
• Fluency in a second language desired.
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 $73,900/year in our lowest geographic market up to $177,800/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.