Sr. ISV Sales Leader

As a Senior ISV Sales Leader at AWS, your main responsibilities include driving the adoption of AWS services among strategic ISV customers, exceeding annual revenue and growth targets, and effectively building and managing a team of strategic sales professionals. You will also co-develop account plans with field sellers, focus on customer satisfaction, and engage in joint go-to-market activities. Ensuring engagement with AWS executives to influence both AWS's and ISV's roadmaps is also a key part of the role.

To be a strong candidate for the Senior ISV Sales Leader position at AWS, you should possess a proven background in technology sales and management, especially with experience engaging at the CXO level. Proficiency in leading senior enterprise sales representatives and a strong understanding of demand generation strategies are also vital. AWS values diverse experiences, so even if you don’t meet all preferred qualifications, they encourage you to apply.

AWS places a strong emphasis on work-life harmony, integrating flexible work arrangements into their culture. As a Senior ISV Sales Leader, you'll find that maintaining balance between work and home is heavily supported, providing you with the opportunity to excel in both your professional and personal life.

The team culture at AWS is built on inclusion and continuous learning. As a Senior ISV Sales Leader, you would be part of an environment that embraces diverse talents and perspectives, ensuring you can express and nurture your individuality. The company also encourages mentorship and knowledge sharing, further enhancing the team culture.

At AWS, as a Senior ISV Sales Leader, you will have access to numerous opportunities for career development and growth. The company offers mentorship programs, ongoing learning experiences, and resources aimed at helping you become a more well-rounded professional, furthering your career aspirations in the fast-paced tech environment.

To drive AWS adoption among ISVs, I would start by understanding the unique needs and challenges of each ISV partner. Creating tailored engagement strategies that align AWS offerings with their products would be essential. Establishing strong relationships through regular meetings and feedback loops would enhance collaboration and ensure we are meeting their expectations effectively.

In my approach, I would prioritize tasks based on immediate revenue impact and strategic relevance. By leveraging analytics to assess customer needs and market trends, I can strategically allocate resources and focus on high-potential ISVs. I would also ensure my team is aligned on common goals and has clarity on their priorities.

I’ve often collaborated with marketing, product development, and customer support teams to create holistic solutions for clients, reinforcing a cohesive go-to-market strategy. Such collaboration has proven vital to enhancing customer satisfaction and accelerating adoption of new services. I believe in maintaining clear communication and regularly sharing insights across teams.

I am deeply motivated by the success of my team and the impact we can make together. Seeing my team members grow in their careers and achieve their individual goals fuels my passion. I find great satisfaction in creating an environment where everyone feels valued and empowered to contribute to our shared success.

My approach to underperformance involves identifying the root causes first. I engage the team member to understand any challenges they face, provide necessary support, coaching, or training, and set clear, achievable performance goals. It’s important to maintain open communication throughout this process, allowing for continuous feedback.

Data analysis plays a critical role in informing my sales strategy. By assessing market trends and customer behavior, I can make data-driven decisions that enhance our approach. Additionally, I use performance metrics to steer team efforts, ensuring we focus on areas with significant potential for growth.

I prioritize open communication, actively seeking feedback and responding promptly to customer queries and concerns. Moreover, I work closely with my team to develop tailored solutions that meet our clients' needs, ensuring they feel supported throughout the process. Customer satisfaction is integral to long-term partnerships.

One of the most successful sales initiatives I led involved creating a comprehensive partnership program with key technology ISVs that aligned our solutions with their offerings. By co-hosting webinars, we educated potential customers and increased pipeline visibility, leading to a noteworthy uptick in adoption and revenue across our joint clients.

My approach to building a sales pipeline involves combining strategic outreach and optimized engagement tactics. Leveraging inbound leads with proactive identification of potential ISVs, I focus on nurturing relationships through personalized communication and relevant content, positioning AWS solutions effectively to meet their challenges.

Assessing the competitive landscape involves regular research and analysis of competitors' offerings, pricing strategies, and customer feedback. By staying updated on market shifts and innovations, I can identify both opportunities and threats, allowing me to adapt our strategies and maintain a competitive edge in the ISV sector.