• 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
• Experience communicating results to senior leadership
• Experience identifying, developing, negotiating, and closing large-scale technology deals
• Experience proactively growing customer relationships within an account while expanding their understanding of the customer's business

Would you like to drive revenue for the leader in cloud computing? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS)? Do you have the business acumen, cloud sales experience, and the technical background necessary to help further establish Amazon as a leading cloud platform provider? Amazon Web Services is expanding in the U.S. GovTech ISV market. This group within AWS offers a creative, fast paced, entrepreneurial work environment where you’ll be at the center of Amazon's innovation.

This position is for an Account Manager covering GovTech Independent Software Vendor (ISV) customers within the Western US Region. As an Account Manager within Amazon Web Services (AWS) you will have the opportunity to help drive the adoption and growth of emerging cloud-based technologies through these GovTech ISV's. More importantly, through our GovTech ISV's you'll help government customers transform their IT services and significantly improve the citizen experience. Your responsibilities will include developing and managing a growing customer/partner base across the Western US. You will deepen business and technical relationships and launch new customer services by helping to define, identify and pursue key opportunities with our GovTech customers. This includes determining the most effective go-to-market strategies and collaborating with AWS Solution Architects, Partners, Legal, Marketing, Product, Capture/Contracts and Executive leadership.

You will establish deep business and technical relationships through your knowledge of the customer’s and partner's goals and environment. You will have day-to-day interactions with customers and partners. The ideal candidate will possess both a sales and technical background that enables them to drive an engagement at the CXO level as well as with software developers and IT architects. You should also have a demonstrated ability to think strategically about government priorities and technical challenges and to convey compelling technical solutions to them.

Preferred location for this position is anywhere in the Western US Region but also within driving distance to one of our offices.

Key job responsibilities

In this role, you will:

• Drive revenue and market share in a defined region of GovTech customers.
• Serve as a key member of the AWS Public Sector team, helping to advance our market and technical strategy.
• Articulate and implement strategic territory and account plans aligned to AWS's strategic direction.
• Understand the technical considerations, certifications, and procurement processes specific to the public sector.
• Identify specific prospects/partners/channels to approach while communicating a relevant value proposition for you customer.
• Work closely with customers to ensure that they understand relevant cloud use cases, are successful using AWS services, and are able to build the technical resources required to fully embrace cloud services.
• Understand the technical requirements of your customers/partners and work closely with their IT development team(s) to guide the direction of our product offerings for developers.
• Collaborate with AWS’s Legal team and others to manage complex contract negotiations.
• Maintain an accurate and robust pipeline and forecast of business opportunities.
• Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.
• Prepare and deliver business reviews to the senior management team regarding quarterly and yearly strategies that align with revenue growth expectations.
• Accelerate customer adoption and ensure customer satisfaction.
• Expect 50% travel

We are open to hiring candidates to work out of one of the following locations:

Austin, TX, USA | Dallas, TX, USA | Denver, CO, USA | Houston, TX, USA | Kansas City, KS, USA | Kansas City, MO, USA | Los Angeles, CA, USA | Phoenix, AZ, USA | San Francisco, CA, USA | Seattle, WA, USA

• 5+ years of business development, partner development, sales or alliances management experience

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.

Pursuant to the Los Angeles 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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $114,300/year in our lowest geographic market up to $212,600/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. This position will remain posted until filled. Applicants should apply via our internal or external career site.