Sr. Account Manager, ISV

As a Sr. Account Manager at AWS, your primary responsibilities involve setting and executing long-term strategies to grow customer engagements. You will work closely with cross-functional teams and build relationships across the customer's organization, including C-level executives, to ensure the success of ISV partnerships. Driving new service adoption and managing opportunities also fall under your purview, making your role crucial in advocating for customer needs while meeting AWS's objectives.

To excel as a Sr. Account Manager at AWS, you should possess a strong background in account management, particularly within the tech industry. Essential qualifications include excellent relationship-building skills, strategic thinking, and experience working collaboratively across teams. Familiarity with cloud computing and ISV ecosystems will significantly enhance your ability to navigate and meet diverse customer needs effectively.

At AWS, the team culture is centered around inclusion, collaboration, and continuous learning. As a Sr. Account Manager, you will be part of a supportive environment that values diverse experiences and encourages growth. Opportunities for mentorship, employee-led affinity groups, and events foster a workplace that celebrates uniqueness and provides spaces for meaningful discussions and professional development.

AWS values work-life harmony and actively promotes flexible work hours and arrangements for its employees, including Sr. Account Managers. The company recognizes that personal and professional lives should coexist without one overshadowing the other, enabling you to achieve success comfortably while enjoying your time outside of work.

Sr. Account Managers at AWS have access to a wealth of resources aimed at career advancement. With a focus on knowledge-sharing, mentorship, and continuous performance improvement, AWS provides endless opportunities for professional development. Whether through training programs, workshops, or networking events, you'll be supported in developing skills that enhance your career trajectory.

When building relationships with C-level executives, it’s important to focus on understanding their business challenges and objectives. Personalization is key; show that you’re invested in their success by tailoring solutions that meet their unique needs. Also, be prepared with insights on industry trends that may impact their business, which can establish you as a trusted advisor.

When discussing a successful strategy for an ISV partner, emphasize specific outcomes and your process. Highlight how you identified the partner’s needs, aligned AWS offerings to those needs, and orchestrated efforts across teams. Discuss metrics like revenue growth or engagement levels to prove the strategy's effectiveness.

Handling conflicts with customers calls for active listening and empathy. First, understand the root cause of the issue, and then work collaboratively to find a solution. Keeping the lines of communication open is essential; show that you are committed to addressing their concerns while aligning with AWS's objectives.

Identifying new business opportunities involves thorough market research, studying customer feedback, and maintaining a keen eye on industry trends. Utilize tools like competitive analysis and customer outcome reviews to uncover gaps where AWS can provide value. Engage in strategic conversations with your existing clients to discover potential future needs.

In collaboration with cross-functional teams, it’s vital to foster open communication and respect diverse expertise. Share examples detailing how you effectively coordinated efforts between sales, product, and support teams to accelerate service implementation. This showcases your ability to lead and influence results in a complex environment.

Setting long-term customer engagement strategies begins with understanding the client's vision and goals. I typically start with comprehensive assessments of their current position and align AWS services that correspond with their strategic objectives. Regular reviews and adjustments to the strategy ensure that we stay on target and foster a lasting relationship.

Measuring the success of account management initiatives involves tracking key performance indicators such as revenue growth, customer satisfaction scores, and service adoption rates. Regularly reviewing these metrics helps in understanding areas of strength and opportunities for improvement, allowing for informed strategic adjustments.

AWS stands out in the cloud services industry due to its comprehensive range of offerings, continuous innovation, and an established reputation built on reliability and performance. As a Sr. Account Manager, conveying this unique value proposition to ISVs is key in demonstrating why partnering with AWS benefits their growth and success.

Educating a potential ISV partner about AWS services involves clear communication and active engagement. Provide tailored presentations showing how specific AWS services align with their business goals. Use case studies or demos to illustrate the potential ROI and support during their adoption phase ensures they feel well-equipped to leverage AWS offerings.

Successful cross-selling and upselling require a deep understanding of your client's needs. By regularly engaging with customers and monitoring their evolving requirements, you can recommend additional AWS services that enhance their existing setup. Always frame these suggestions around the benefits and ROI they can expect, ensuring it aligns with their business vision.