Principal Enterprise Account Manager, Digital Native Business, TRAVEL and HOSPITALITY DNB
DESCRIPTION
As AWS continues to rapidly grow, we seek experienced and talented Account Managers to own, operate and help define multi-year strategy for a named set of accounts within our Digital Native Business (DNB) Segment. DNB's Mission is to enable fast-growing companies to disrupt, create, and transform industries through rapid adoption and deployment of cloud technology. We meet customers within their business evolution and cloud journey, providing Amazonian inspiration and leading edge solutions that advance their digital offerings and the AWS service portfolio. You will be selling into multiple lines of business within each account to grow revenue, drive executive engagement, and deliver our customer's desired business outcomes.
The ideal candidate for our Senior Account Executive position will embody our 16 Leadership Principles, with a particular emphasis on Customer Obsession, Earning Trust, Delivering Results, and Thinking Big. This individual will have a proven track record of driving sustainable growth, accelerating partnerships, and building critical relationships with new executives across various organizational levels within a multi-customer territory. The candidate will excel at differentiating AWS from competitors and diving deep into the Digital Native segment to set strategic visions for a diverse portfolio of clients. They will demonstrate the ability to translate complex business objectives into AWS solutions and outcomes, effectively navigating multiple customer organizations simultaneously.
We seek a candidate who can thrive as the primary account owner, leading complex sales pursuits across their assigned territory while leveraging a dedicated team of 5-10 resources. The ideal candidate will be adept at prioritizing and balancing the needs of multiple accounts while embodying the #OneTeam spirit. Their expertise in orchestrating account strategies, coupled with their ability to engage with C-suite executives, line-of-business leaders, and private equity firms across various organizations, will be crucial. We value diverse perspectives and experiences, and seek a candidate who can drive innovation and make a significant impact in our industry.
Key job responsibilities
- Build and maintain executive relationships across all levels (CxO, EVP, SVP, Line of Business leaders, Board of Directors) for each assigned customer
- Research and analyze industry and market trends to develop strategic visions, plans, and execution strategies that drive positive customer outcomes
- Consistently exceed sales quotas and goals, demonstrating a strong focus on results
- Maintain operational excellence through accurate and timely updates to Salesforce and other reporting systems
- Act as the primary strategic leader for the assigned territory, collaborating effectively with cross-functional teams (Solutions Architecture, Professional Services, Partners, Demand Generation, Training, Enterprise Support, Sales Operations, Business Development, Service Teams, Specialists)
- Embody the #OneTeam philosophy, ensuring seamless coordination and communication across all support functions
About the team
About AWS
Diverse Experiences
AWS 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.
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 & 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.
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.
BASIC QUALIFICATIONS
- Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent
- 10+ years selling technology to Enterprise customers
PREFERRED QUALIFICATIONS
- Experience selling cloud solutions at a software company or equivalent
- Experience with AWS and technology as a service (IaaS, SaaS, PaaS)
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. 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.