The posting
AWS is seeking an experienced and strategic Senior Sales Manager to lead our ISV (Independent Software Vendor) segment in Brazil, managing a team of Senior Account Managers responsible for the largest technology companies and ISVs in the country. Based in São Paulo, this role carries full accountability for driving revenue growth, deepening executive relationships, and accelerating cloud adoption across a portfolio of the most innovative software businesses in Brazil.
In this role, you will be responsible for providing business leadership and people management across a high-performing team, while personally engaging at the C-suite and board level to shape long-term cloud strategies for Brazil's most influential software companies and digital-native businesses. You will champion customer-centric thinking, orchestrate cross-functional AWS resources, and build the kind of trusted partnerships that turn customers into long-term AWS advocates.
This role will drive a bold, AI-first strategy, placing Generative AI and Agents at the very center of every customer engagement. For ISVs, this means helping customers embed AI into their own products and platforms: deploying Generative AI solutions powered by Amazon Bedrock, building autonomous AI Agents that reinvent how software is built and delivered, and leveraging multi-agent architectures so that ISVs can bring differentiated, AI-native offerings to their own end customers at scale. It also means accelerating modern software delivery, from SaaS architecture and cost optimization to developer productivity with tools like Kiro.
Key job responsibilities - You will manage a team of Senior Account Managers covering Brazil's largest technology companies and ISVs and lead the development and execution of strategic account plans, working backwards from customer business priorities to identify and accelerate cloud migration, AI/ML adoption, SaaS modernization, and new product monetization opportunities. - You will build and maintain trusted relationships at the C-level and board level within customer organizations, articulating a clear vision for cloud-enabled and AI-enabled product transformation, and generating enthusiasm across engineering, product, and business units. - You will work with all appropriate AWS resources, including Executives, Solutions Architects, Business Development, Marketing, Partners, AWS Professional Services, and Global Service teams. - You will drive accurate forecasting, pipeline management, and go-to-market planning in alignment with AWS Brazil and global ISV strategies. - You will collaborate with local and global extended teams to bring the best of AWS to customers, including co-sell motions through the AWS Partner Network and ISV go-to-market programs that help customers reach new markets. - You will champion the development of formal case studies, customer references, and other proof points that highlight ISV and technology workloads and use cases running on AWS. - You will coach and develop team members, fostering a culture of customer obsession, operational excellence, and continuous learning.
About the team Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the 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.
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- Experience in people management - Experience in communication and presentation skills, both written and verbal in Portuguese & English - 10+ years of technology-related sales, marketing or business development experience - 5+ years of sales management experience - Experience in management of large, complex enterprise accounts or equivalent - Deep domain expertise of the ISV landscape in Brazil
- Experience with solution-selling methodologies - Experience presenting to SVP and C-Level
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