Principal Account Manager - Insurance Sector

Would you like to be part of a team focused on accelerating cloud adoption and digital transformation across the UK Insurance sector? Amazon Web Services (AWS) is seeking an exceptional Principal Account Manager to work on one of our most strategic customers within UK Financial Services, driving strategic growth through market leading innovation. This role requires a candidate who possesses both enterprise sales excellence and Financial Services Industry (FSI) domain expertise, with the ability to navigate complex, ambiguous situations while managing internal and external relationships at the highest levels. You will work across a team of Solution Architects, Customer Success, Sales Specialists, Technical Account Managers and others to drive business outcomes. Working as part of the broader UK FSI organization, you will collaborate with multiple business units and specialists including FSI industry experts, Migration and Modernization specialists, Partner teams, and Digital Innovation experts to deliver exceptional outcomes for your customer.

Key job responsibilities
Strategic Leadership & Team Development

• Build and develop a high-performing account team, co-creating the sales strategy, methodologies, and processes to accelerate customer adoption and meet and exceed revenue targets
• Hire and develop top talent, acting as a coach to the broader v-team and cross-functional teams while fostering a culture of customer obsession and operational excellence
• Establish yourself as a key AWS voice within UK Insurance, building relationships with industry influencers and serving as a thought leader on cloud transformation

Revenue Growth & Account Strategy

• Drive revenue growth to meet or exceed ambitious targets through strategic account planning and execution
• Develop and execute comprehensive account strategies that create robust sales pipelines, including opportunities in existing business units and net-new lines of business
• Own senior executive relationships (CxO level), establishing AWS as the trusted transformation partner

Sales Excellence & Operational Discipline

• Establish regular sales and business reporting cadences, managing the sales pipeline through AWSentral to accurately forecast business performance
• Evaluate sales metrics and data to continuously evolve strategy and drive improved outcomes
• Guide strategic thinking for account strategy, provide innovative ideas for opportunity development, and improve win probability through positioning of AWS differentiators
• Master operational elements of the business by coordinating with Sales Operations and engaging with Legal, Finance, HR, Tax, and other AWS teams as appropriate

Cross-Functional Collaboration & Industry Expertise

• Wield significant influence across internal AWS teams, working strategically with Marketing, Solution Architecture, Partner, Business Development, Professional Services, and Training organizations
• Collaborate with FSI industry specialists, to leverage repeatable sales motions for industry-specific workloads
• Partner with the AWS Partner Network to execute joint selling opportunities, driving partner attachment and co-sell strategies

Customer Engagement & Transformation

• Engage at the CxO and Board level, understanding their business priorities and working backwards from their challenges to deliver industry-relevant business value
• Drive conversations around digital transformation, modernization, data-driven decision making, operational resilience, and emerging technologies including AI/ML and generative AI
• Navigate complex contract negotiations, deal structuring, and private pricing agreements in collaboration with Legal, Finance, and Compliance teams
• Champion customer success by orchestrating #OneAWS resources to deliver seamless, high-quality customer experiences

About the team You will join a customer-obsessed UK Financial Services sales organization that strives every day to delight our customers and aspires to be the UK's transformation partner and cloud platform of choice. The UK FSI team has established deep relationships across banking, capital markets, payments, and insurance sectors, with a proven track record of driving strategic wins and long-term customer partnerships. The team operates with a collaborative, One-Team mindset, working closely with Solutions Architects, Partner Success Managers, Customer Success Managers, and industry specialists to deliver comprehensive solutions. You'll be part of a tenured account team that values innovation, customer obsession, and continuous learning, with opportunities to influence AWS strategy at the highest levels.

Basic Qualifications

• Experience working in a related industry
• Experience working with large, highly-complex Insurance customers

Preferred Qualifications

• Bachelor's degree
• MBA

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