Description Would you like to be part of a team focused on helping the leading Australian Software businesses grow and succeed at the global scale? Do you have the business acumen and technical background to partner with executive stakeholders, align on AWS services and partnership programs to best support their growth strategies? As a Principal Account Manager you will work on the most complex ISV customers and opportunities, taking a leading role in developing their long-term strategy with AWS. Combining an informed view of the market with a deep understanding of emerging technology trends, you will support innovation across the segment. As a recognised thought leader, your influence on the strategy of our customers will be built through role modelling and delivery or bar-raising guidance to the broader ISV team. The ISV team focuses on Australian software companies who produce, maintain and distribute software. Our customers are business to business providers who generate revenue through software license sales or Software as a Service (SaaS) subscriptions. We help ISV customers leverage the cloud and modernize their platforms to reduce cost, increase agility and ultimately build better software products. We work at the edge of technology innovation in partnership with our ISVs and are focused on helping traditional ISVs transform, whilst also enabling the next generation of ‘born on the cloud’ Australian Unicorns. \#aws-ags-ANZ Key job responsibilities The ISV Principal Account Manager will be part of a global team supporting our leading Australian software companies (ISV's). In this role, they will create compelling value propositions around AWS products, services and programs to help consistently deliver on desired customer outcomes. The blend of sales and technical skills this role requires will enable engagement at the C-Suite level, as well as with software developers and architects. Analytical thinking and the ability to thrive in fast-paced dynamic environments will be vital to enhance the ability to support our software customers build on AWS in new ways, and help them deliver those products to the market. • Work with customers to accelerate their business outcomes, and recommend AWS products and services in line with business needs. • Drive solutions discussions with your customers, diving deep into the details to solve complex challenges. • Work backwards from your customer's business needs to accelerate adoption of the most appropriate AWS services. • As a trusted advisor, use your interpersonal skills to influence a variety of stakeholders from technical teams to executives, and help ensure short-term technology decisions are aligned with long-term goals. • Help define the strategy by engaging and partnering with highly technical teams (Solutions Architects, Technical Account Managers, AWS professional services consultants and consulting/managed services partners). • Act as a thought leader in the wider community, playing a key role in educating, sharing best practices, presenting at events, writing white papers, blogs, and running workshops. • Serve as a key member of the ISV Sales team through influencing decision makers across multiple domains, to ensure customer success in building solutions on AWS which align to long-term business goals. A day in the life Diverse Experiences Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying. Why AWS Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses. Work/Life Balance We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud. Inclusive Team Culture Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness. Mentorship and Career Growth We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional. About the team AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. Basic Qualifications • 10yrs+ technology sales experience with a focus on field sales (quota-carrying) in software, cloud or SaaS markets selling to C-level executives. • Experience in identifying, developing, negotiating, and closing large-scale technology deals. • Experience in proactively growing customer relationships, while expanding an understanding of the customer’s business. • Exceptional communication and presentation skills. Preferred Qualifications • A technical background in engineering or software development a plus (experience working within a software company and transformation to SaaS). • Ability to uncover and translate business/technology priorities into technology solutions for customers. • Knowledge of software development practices and data center / infrastructure / networking technologies To gain a better understanding of AWS and prepare for the interview process, we recommend reviewing the following resources: • Interviewing at Amazon: https://www.amazon.jobs/en/landing\_pages/interviewing-at-amazon 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. 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. Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $153,000/year in our lowest geographic market up to $252,900/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. 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.