US ISV Senior Sales Leader

About the role

We're seeking a front-line sales manager to lead a high-performing team driving AWS adoption within our Independent Software Vendor (ISV) segment in North America.

• 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 unwavering 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.

What you will do

• Strategy & Revenue: Set the team's growth strategy across the full breadth of AWS services, with a focus on AI, and drive execution to exceed annual revenue targets
• Talent & Team Building: Recruit, build, and retain a team of top strategic sales professionals; own performance management, promotions, development pipelines, and mentoring
• Coaching & Seller Development: Coach sellers through complex deal cycles, including how to qualify opportunities, position AWS services competitively, and drive ISV customers to adopt AWS, with a focus on embedding AI capabilities into their products
• Operational Excellence: Establish inspection mechanisms, pipeline rigor, and scalable processes that drive consistent team performance
• Account Planning & Execution: Co-develop account plans with the team and remove barriers to execution across the portfolio
• Pipeline Generation: Partner with demand generation to ensure healthy pipeline coverage and predictable growth
• Cross-Functional & Partner GTM: Orchestrate Solution Architecture, BD, Marketing, Partner, and Training resources; drive joint go-to-market motions with AWS Partner teams to accelerate ISV adoption
• Executive Engagement: Lead executive business reviews and secure executive sponsorship from AWS leadership on behalf of the team's accounts
• Customer Outcomes: Enable end-customers to meet their business goals in partnership with AWS and create customer satisfaction across the portfolio

What you bring

• 10+ years of technology related sales, business development or equivalent experience
• 5+ years of sales team management experience
• Experience in management of large, complex enterprise accounts or equivalent

Nice to have

• Bachelor's degree or equivalent

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits .

USA, CA, San Francisco - 205,700.00 - 278,200.00 USD annually

Pay and benefits

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

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. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

About the company

This leader will further accelerate the growth of a business focused on helping ISVs innovate for their end customers. They will set the strategy for their team to grow AWS revenue across a portfolio of ISV accounts, with a particular focus on agentic AI, and build the operational rigor to execute consistently. They will establish a short- and long-term vision to develop their team's ability to co-innovate with ISVs and orchestrate cross-functional resources including solution architects, partner managers, BDs, and product teams to deliver business outcomes.

The ideal candidate has led technology sales teams and knows how to coach and develop sellers through complex deal cycles.

The right candidate combines deep technology sales leadership with executive presence, can engage AWS and customer executives, can articulate creative business approaches, and can influence roadmap decisions.

Equal opportunity and notices

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.