The posting
Do you want to own the AWS relationship with one of the world's largest System Integrators and reshape how tens of thousands of its developers build software? AWS is seeking a Principal Account Manager to serve as the Global Account Director for a strategic GSI / large IT & ITeS customer, owning AWS revenue and driving developer productivity and AI adoption across the customer's global engineering workforce.
AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and consistent support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.
As the Global Account Director for a strategic GSI / IT & ITeS customer, you will own the end-to-end global sales relationship with an organization whose core asset is a global developer workforce numbering in the tens or hundreds of thousands. This is a role for a leader with roughly twenty years of experience who can operate at the highest level of ownership, set global account strategy, and orchestrate a large, distributed virtual team across geographies. Your central mandate is to make AWS the platform on which the customer's engineers build, and to drive a measurable step-change in their developer productivity through the AWS AI stack. You will own the AI-Driven Development Lifecycle (AIDLC) motion end to end, from IDE and code generation through testing, deployment, and operations, embedding AWS AI tooling into how the customer's developers work every day. You will align regional sellers across NAMER, EMEA, and India, engage the customer's most senior executives, define a multi-year global strategy, structure the largest and most complex commercial constructs, and represent the voice of the customer inside AWS to shape product roadmaps and investment priorities.
Key job responsibilities • Own the Global Account Strategy: Serve as the single global owner for the account. Define and drive a multi-year global account plan that aligns AWS capabilities with the customer's worldwide business objectives and engineering roadmap. • Drive Developer Productivity at Scale: Make AWS the default platform for how the customer's global engineering workforce builds. Drive adoption of Amazon Q Developer, Kiro, and the broader AWS developer tooling stack across the customer's delivery teams, and tie adoption to measurable gains in developer throughput, code quality, and time-to-delivery. • Own the AIDLC Motion End to End: Own the AI-Driven Development Lifecycle motion across the account. Embed AWS AI tooling into every stage of the customer's software lifecycle, from requirements and code generation through automated testing, code review, deployment, and operations, and convert developer-level adoption into enterprise-wide standardization. • Sell the AWS AI Stack: Position AWS as the customer's platform of choice for AI and GenAI. Drive adoption of Amazon Bedrock, Amazon Q, Amazon SageMaker, and the broader AWS AI and data stack across the customer's engineering, product, and internal-productivity use cases worldwide, and convert early experimentation into production workloads at scale. • Drive a Large-Scale Global Migration Motion: Lead the migration of the customer's on-premises, co-located, and competitor-cloud workloads to AWS at global scale, and drive the consumption growth that follows across every region. • Drive a Global, Multi-Geography Sales Motion: Lead one consistent global motion across NAMER, EMEA, India, and other regions. Set global revenue objectives, then align and mobilize regional account teams to execute against a single coherent plan rather than disconnected local efforts. • Executive Relationship Building at the Highest Level: Establish and sustain relationships with the customer's most senior global executives, including the CEO, CTO, Chief Digital Officer, and engineering and delivery leaders. Position AWS as the customer's primary strategic cloud provider and influence board-level technology and engineering decisions. • Structure the Most Complex Global Deals: Lead the largest multi-year, multi-region commercial engagements, including EDPs, PPAs, global framework agreements, and custom pricing constructs. Navigate complex global procurement, legal, and commercial processes across multiple jurisdictions. • Orchestrate Extended Teams: Operate as the single-threaded global leader, orchestrating across regional Account Managers, Solutions Architects, Professional Services, Specialist sellers, and Product teams to deliver unified outcomes for the customer. • Global Revenue Ownership and Forecasting: Own global revenue targets for the account, build and manage a healthy worldwide pipeline, forecast accurately across regions, and drive consumption growth across developer tooling, GenAI, data and analytics, migration, and modernization. • Segment Strategy Shaping: Contribute to AWS's global GSI and IT/ITeS segment strategy by identifying trends, competitive dynamics, and whitespace across the account. Provide inputs that shape go-to-market priorities and product direction. • Lead Without Authority: Set direction for a large virtual team that does not report to you. Align senior stakeholders across AWS regions and functions, resolve conflicting regional priorities, and drive execution through influence. • Mentor and Raise the Bar: Coach senior and junior Account Managers across the account team, share best practices for global account management, and act as a role model for how AWS engages its most strategic customers.
A day in the life As the Global Account Director for a strategic GSI / IT & ITeS customer, you own the worldwide sales relationship and are responsible for driving the customer's developer productivity and AI transformation on AWS. Your day combines global strategy, senior executive engagement, cross-region orchestration, and complex deal leadership.
A typical day may include: • Global Strategy and Alignment: Reviewing the global account plan, analyzing developer-tooling and AI adoption metrics alongside consumption and pipeline across regions, and aligning NAMER, EMEA, and India account leads on shared priorities and resourcing for the largest opportunities. • Executive Engagement: Running global steering committees and executive briefings with the customer's engineering and business leadership, and joining regional business reviews to keep the worldwide plan on track. • Driving the Developer and AIDLC Motion: Working with the customer's engineering leaders on rollout plans for Amazon Q Developer, Kiro, and the AWS AI stack, reviewing adoption and productivity data, and removing blockers to enterprise-wide standardization. • Internal Orchestration: Engaging Solutions Architects and Product teams on technical proposals and roadmap needs, and coordinating across time zones with regional account teams. • Deal Leadership: Advancing the most complex global commercial engagements, structuring multi-region agreements, and removing blockers across legal, procurement, and commercial functions in multiple countries. • Advocacy: Bringing the voice of the customer into AWS, informing product and developer-tooling roadmaps, and representing AWS at senior customer and industry forums.
About the team The GSI and IT/ITeS team owns AWS's sales relationships with the world's largest System Integrators and technology services organizations, global companies whose competitiveness depends on how fast and how well their developers build. You will own the global relationship for one of these customers and work with a collaborative, high-energy team that values customer obsession, ownership, and results at global scale.
Diverse Experiences AWS 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.
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- Experience managing and growing large accounts, product marketing or management consulting roles - Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent - Bachelor's degree or above - Experience reaching and exceeding sales revenue goals - Experience leading matrixed virtual teams that create and execute strategic programs - • 15+ years of technology sales or strategic account management experience selling enterprise software, developer tooling, infrastructure, managed services, or cloud computing services.
- Bachelor's degree or above, or MBA - Experience as primary account manager of a global federated enterprise working with multiple business units and influencing governance and policy or equivalent - AWS certification, such as, AWS Solutions Architect, or a similar cloud certification, or Associate's degree or above - Experience in the advertising, media or agency landscape, and proven track record of reaching and exceeding sales revenue goals via new and existing business - • Experience selling developer productivity tooling, AI/GenAI platforms, or the AWS AI stack into large engineering organizations.
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