Senior Account Executive, ISV Solutions
2 weeks ago
Amazon is on the lookout for a distinguished sales leader with extensive experience in managing Global Accounts to oversee the strategy and relationship with one of our most significant ISV clients experiencing rapid growth. This role entails spearheading the integration of sophisticated AWS services into the SaaS provider's worldwide offerings, ensuring that the client is effectively developing its products on the AWS platform.
The ideal candidate will possess a wealth of experience in managing high-profile accounts, fostering and maintaining relationships with C-level executives, as they will be tasked with nurturing the connection with one of AWS's most pivotal and influential clients, delivering innovative solutions that enable their customers to harness the transformative power of cloud technology at scale.
Your responsibilities will include collaborating with the client to cultivate strategic partnerships, articulating a clear vision, and generating substantial business value. You will drive business innovation through engagement with C-level executives, business development leaders, IT professionals, architects, developers, and various business units.
The account leader will directly manage a small team while also overseeing a larger team across technical and partner development functions. This includes indirect oversight of downstream sales and technical resources. Part of your role will involve developing formal case studies and other materials that showcase successes and workloads operating on AWS.
Key ResponsibilitiesThe successful candidate will demonstrate the following:
- Formulate and implement a comprehensive strategy to stimulate global growth.
- Establish trusted relationships with C-Suite executives and Board members of Fortune 1000 companies by presenting compelling value propositions for transformative technology and innovation.
- Craft a CXO relationship strategy within the client organization, identifying and nurturing trusted advisor relationships with key influencers and decision-makers. Organize executive business reviews, prepare executive briefing documents, and maintain communication with the CxOs.
- Exhibit strategic and analytical thinking regarding the business, organizational, and technological challenges faced by clients.
- Demonstrate sound judgment in complex decision-making during routine client interactions; thus, business acumen is essential.
- Show proven success in leading, motivating, and collaborating across various organizational levels while independently making strategic decisions that balance immediate opportunities with long-term impacts.
- Possess a thorough understanding of AWS services and their application in addressing clients' business challenges.
- Assist in defining product requirements by advocating for the needs of clients.
- Collaborate with marketing and communications teams to create references, public relations materials, and case studies that highlight impactful client activities and workloads on AWS.
- Effectively engage with internal teams (executives, solution architects, business development, marketing, partners, enterprise support, service teams, and professional services) to ensure optimal business solutions for clients.
- Lead negotiations and finalize commercial agreements, including Enterprise Agreements and contracts.
10+ years of direct sales or business development experience in software, cloud, or SaaS markets targeting C-level executives.
7+ years of experience in building profitable partner ecosystems.
Experience in developing detailed go-to-market strategies.
Amazon is committed to fostering a diverse and inclusive workplace. We are an equal opportunity employer and do not discriminate based on race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.
This position is eligible for variable pay through a sales compensation plan, which rewards achievement against sales targets and/or business objectives. Depending on the role, additional compensation may include equity, sign-on bonuses, and a comprehensive benefits package.
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