Job Title: Principal Account Manager Would you like to be part of a team focused on helping the leading Australian Software businesses grow and succeed at a global scale? Do you have the business acumen and technical background to partner with executive stakeholders, align on AWS services and partnership programs to best support their growth strategies? As a Principal Account Manager, you will work on the most complex ISV 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. As a recognised thought leader, your influence on the strategy of our customers will be built through role modelling and delivery or bar-raising guidance to the broader ISV team. Key Job Responsibilities Work with customers to accelerate their business outcomes, and recommend AWS products and services in line with business needs. Drive solutions discussions with your customers, diving deep into the details to solve complex challenges. Work backwards from your customer's 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 a thought leader 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 ISV 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. Minimum Qualifications 10 years of technology sales experience with a focus on field sales (quota-carrying) in software, cloud or SaaS markets selling to C-level executives. Experience in identifying, developing, negotiating, and closing large-scale technology deals. Experience in proactively growing customer relationships, while expanding an understanding of the customer’s business. Exceptional communication and presentation skills. A technical background in engineering or software development is a plus (experience working within a software company and transformation to SaaS). Ability to uncover and translate business/technology priorities into technology solutions for customers. Knowledge of software development practices and data center/infrastructure/networking technologies. 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. Inclusive Team Culture We foster a culture of inclusion that empowers us to be proud of our differences. Mentorship and Career Growth We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. About the Team AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. 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. This position will remain posted until filled. Applicants should apply via our internal or external career site. J-18808-Ljbffr