Senior sales manager, digital native strategic accounts

AWS is one of Amazon’s fastest growing businesses, servicing millions of customers in more than 190 countries, reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global industry leaders. AWS customers include some of the most innovative digital native companies in the world — from category-defining consumer platforms to high-growth ISVs — as well as the largest global enterprises.

We are looking for a Senior Sales Manager to lead a small, highly talented team of Senior Strategic Account Managers responsible for three of AWS’s most strategic Digital Native accounts. These are relationships spanning large-scale infrastructure, data, media, and generative AI workloads, each with active enterprise agreements and complex, executive-level negotiations in flight.

Your responsibilities will include building and managing a highly talented sales team focused on driving revenue, adoption, and market penetration across this concentrated, high-value account set. The ideal candidate will possess a sales management background that enables them to lead senior enterprise account managers with engagements at the CxO level, manage a strategic sales pipeline across renewals and net-new workloads, and lead sales efforts that include teaming with AWS Solutions Architects, Specialists, Professional Services, and Partners within the largest AWS accounts. He/she should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions — including AI/ML and generative AI — while working cross-organizationally to build consensus.

Key job responsibilities

• Drive revenue, adoption, and market share for AWS across a portfolio of three strategic Digital Native accounts.
• Lead, coach, and develop a team of Senior Strategic Account Managers, setting account strategy and holding the team accountable to quarterly and annual revenue and pipeline targets.
• Develop and execute against a strategic account plan for each account, balancing large multi-year agreement renewals with net-new workload capture (Core and AI).
• Own executive relationships at the CxO level and orchestrate senior AWS leadership engagement in support of major negotiations and account initiatives.
• Maintain a robust, well-qualified sales pipeline with rigorous forecasting hygiene.
• Lead and support complex contract and enterprise agreement negotiations alongside the extended deal team.
• Team with Solutions Architects, Specialists, Professional Services, Partners, and ISVs to extend reach and accelerate adoption of AWS solutions.
• Develop long-term strategic relationships with key accounts and ensure a high bar for customer satisfaction.

Basic Qualifications:

• BA/BS degree
• 10–15 years of technology-related sales experience.
• 5–7 years of sales management experience, including leading enterprise or strategic account teams.
• Experience driving revenue and market share and consistently meeting or exceeding quarterly and annual revenue targets.
• Experience developing and executing against a strategic sales plan and maintaining a robust sales pipeline.
• Experience working with partners and ISVs to extend reach and drive adoption of solutions.
• Experience managing complex contract negotiations alongside a core sales organization.
• Must be able to travel (30%)

Preferred Qualifications:

• Direct field and management experience working with enterprise or digital native accounts.
• Deep understanding of cloud infrastructure, data, and AI/ML or generative AI solutions and the ability to convey compelling value propositions to technical and executive audiences.
• Strong verbal and written communication skills, an extensive customer network, and strong leadership skills.

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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

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The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.