ISV Account Manager
DESCRIPTION
Are you passionate about building software in New Zealand and selling it globally?
We are looking for an experienced hunter to work with New Zealand Software companies with B2B software solutions who haven't started their relationship with AWS. AWS is the leading platform for software companies to build their SaaS solutions on and serve customers globally.
These customers typically have a large estates of software deployed on their customer's premises or have software deployed in traditional data centers. You will understand that the transition from a business licencing software to running a SaaS company is firstly a business transformation challenge and then a technology challenge.
You will have a proven track record of prospecting and selling into business stakeholders CEO down and building strategic relationships. You will also be able to hold your own with the CTO and technology C-Suites earning their trust by understanding their challenges and pulling together the right technical team to deliver for them.
You have an appreciation of software modernization of legacy applications possibly having worked in a services business doing application modernization in the past. This will allow you to act as an influencer of thought for your customers.
This role is part of the wider AWS SaaS team.
Key job responsibilities
- Work with customers to accelerate their business outcomes, and recommend AWS products and services in line with business needs.
- Drive solution discussions with your customers, diving deep into the details to solve complex challenges.
- Work backwards from your customers' 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 an influencer of thought 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 Software 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
As an Account Manager you will work on the most complex Software 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.
About the team
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.
BASIC QUALIFICATIONS
- 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
- Knowledge of existing and developing technologies
- Experience with sales CRM tools such as Salesforce or similar software
PREFERRED QUALIFICATIONS
- AWS Certification (Cloud Technologist, Solutions Architect, SysOps Administrator, Developer)
- Experience in engineering, computer science, or MIS
- Experience developing detailed go to market plans
- Proven track record of consistent territory growth and quota obtainment