Strategic Account Manager, Strategic Accounts
A Strategic Account Manager is responsible for managing and growing relationships with AWS high-value strategic customer. Key aspects of the role include:
-Relationship Management: Building deep, multi-threaded executive relationships, serving as the primary point of accountability for the overall account.
- Strategic Account Planning: creating and executing long-term account strategy that span quarters (not weeks), aligning cross-functional resources e.g. sales, customer success, product, and executive leadership.
- Revenue Expansion: owning revenue growth and identifying growth opportunities proactively, often before the customer realizes the need.
Key job responsibilities
Serve as the primary point of contact and trusted advisor for a strategic account and owning the overall account strategy, relationship health, and long-term growth trajectory
Develop and execute multi-year strategic account plans that align AWS services and solutions with customer business objectives, driving adoption across compute, storage, database, analytics, AI/ML, and generative AI workloads
Build and maintain deep, multi-threaded executive relationships across all levels of the customer organization
Drive revenue growth by identifying expansion opportunities, accelerating new workload migrations, and positioning AWS as the preferred cloud platform across the customer's global operations
Collaborate cross-functionally with AWS specialist teams, solutions architects, partner managers, professional services, and executive leadership to deliver tailored solutions that address complex customer needs
Lead strategic negotiations for large-scale enterprise agreements, including Enterprise Discount Programs (EDPs), Private Pricing Agreements (PPAs), and Marketplace procurement strategies
Act as the customer's advocate within Amazon, influencing product roadmaps and service improvements by capturing and communicating customer feedback, feature requests, and competitive insights
Monitor account health metrics, pipeline development, and revenue attainment against targets, proactively identifying and mitigating risks to retention and growth
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.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
USA, CA, Mountain View - 187,000.00 - 252,900.00 USD annually
-Relationship Management: Building deep, multi-threaded executive relationships, serving as the primary point of accountability for the overall account.
- Strategic Account Planning: creating and executing long-term account strategy that span quarters (not weeks), aligning cross-functional resources e.g. sales, customer success, product, and executive leadership.
- Revenue Expansion: owning revenue growth and identifying growth opportunities proactively, often before the customer realizes the need.
Key job responsibilities
Serve as the primary point of contact and trusted advisor for a strategic account and owning the overall account strategy, relationship health, and long-term growth trajectory
Develop and execute multi-year strategic account plans that align AWS services and solutions with customer business objectives, driving adoption across compute, storage, database, analytics, AI/ML, and generative AI workloads
Build and maintain deep, multi-threaded executive relationships across all levels of the customer organization
Drive revenue growth by identifying expansion opportunities, accelerating new workload migrations, and positioning AWS as the preferred cloud platform across the customer's global operations
Collaborate cross-functionally with AWS specialist teams, solutions architects, partner managers, professional services, and executive leadership to deliver tailored solutions that address complex customer needs
Lead strategic negotiations for large-scale enterprise agreements, including Enterprise Discount Programs (EDPs), Private Pricing Agreements (PPAs), and Marketplace procurement strategies
Act as the customer's advocate within Amazon, influencing product roadmaps and service improvements by capturing and communicating customer feedback, feature requests, and competitive insights
Monitor account health metrics, pipeline development, and revenue attainment against targets, proactively identifying and mitigating risks to retention and growth
Basic Qualifications
- Bachelor's degree in business administration, finance, economics, computer science, data science, engineering, or other related field, or Bachelor's degree in computer science, engineering, analytics, mathematics, statistics, IT or equivalent
- 10+ years of sales or sales management in infrastructure or cloud technology experience
- Experience in managing global stakeholders
- Experience leading and interacting with cross-functional teams
- 5+ years of business development, or account management with a proven ability to deliver results experience
Preferred Qualifications
- Experience working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure
- Knowledge of AWS services including compute, storage, networking, security, databases, machine learning, and serverless technologies
- Experience designing and executing joint marketing plans with strategic alliance partners with global footprint
- Experience in building and developing a high performance team
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.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
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.
USA, CA, Mountain View - 187,000.00 - 252,900.00 USD annually