Senior Sales Manager, Digital Native Strategic Accounts

AWS is one of Amazon’s fastest growing businesses, servicing millions of customers in more than 190 countries, reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global industry leaders. AWS customers include some of the most innovative digital native companies in the world — from category-defining consumer platforms to high-growth ISVs — as well as the largest global enterprises.
We are looking for a Senior Sales Manager to lead a small, highly talented team of Senior Strategic Account Managers responsible for three of AWS’s most strategic Digital Native accounts. These are relationships spanning large-scale infrastructure, data, media, and generative AI workloads, each with active enterprise agreements and complex, executive-level negotiations in flight.
Your responsibilities will include building and managing a highly talented sales team focused on driving revenue, adoption, and market penetration across this concentrated, high-value account set. The ideal candidate will possess a sales management background that enables them to lead senior enterprise account managers with engagements at the CxO level, manage a strategic sales pipeline across renewals and net-new workloads, and lead sales efforts that include teaming with AWS Solutions Architects, Specialists, Professional Services, and Partners within the largest AWS accounts. He/she should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions — including AI/ML and generative AI — while working cross-organizationally to build consensus.

Key job responsibilities
Drive revenue, adoption, and market share for AWS across a portfolio of three strategic Digital Native accounts.

Lead, coach, and develop a team of Senior Strategic Account Managers, setting account strategy and holding the team accountable to quarterly and annual revenue and pipeline targets.

Develop and execute against a strategic account plan for each account, balancing large multi-year agreement renewals with net-new workload capture (Core and AI).

Own executive relationships at the CxO level and orchestrate senior AWS leadership engagement in support of major negotiations and account initiatives.

Maintain a robust, well-qualified sales pipeline with rigorous forecasting hygiene.

Lead and support complex contract and enterprise agreement negotiations alongside the extended deal team.

Team with Solutions Architects, Specialists, Professional Services, Partners, and ISVs to extend reach and accelerate adoption of AWS solutions.

Develop long-term strategic relationships with key accounts and ensure a high bar for customer satisfaction.