Account Manager

Who you are

• Basic Qualifications
• Multiple years of sales or business development experience in public or hybrid cloud environment
• Experience with selling AWS services is an advantage
• Functional understanding of key technologies and trends in the cloud domain; containerisation, software defined technology, hybrid cloud operating models, AI/ML, generative AI, and agentic AI architectures
• Experience preparing, presenting formal proposals to customers; leading negotiations, coordinating complex decision-making processes, and overcoming objections to closure
• Account planning experience
• Fluent English skills; proficiency in one or more Nordic languages (Swedish, Danish, Finnish, or Norwegian) is highly preferred
• Data-driven work ethics
• Entrepreneurial & commercial thinking
• Understanding of how AI and Agentic AI are reshaping software business models and go-to-market strategies
• Customer Focus — We see our customers' business through their eyes in order to provide solutions that uniquely satisfy each customer's needs
• Demonstrated success in exceeding revenue-based targets using a consultative, solutions-focused approach
• Consultative skills: establish credibility; explore requirements; plan in view of interests, ambitions and possibilities; handshake engagement
• Organisational awareness: establish power-base mapping to sensibly act and plan in accordance
• Superior presentation/communication skills: purposeful structure, crisp content (less is more), actionable delivery
• Presentation and communication skills with the ability to articulate complex concepts to cross-functional audiences (both verbal and written)
• You have passion for emerging business models and supporting strategic Nordic Software Companies in their journey to and in the cloud?
• You have the business savvy and the technical understanding necessary to expand & accelerate AWS leadership as the key technology provider and innovation enabler in the Nordic Software Industry

What the job involves

• As ISV Account Manager you will be part of an EMEA team and have the unique opportunity to shape the future of software and AWS across Sweden, Denmark, Finland, and Norway
• You will help ISVs navigate the transition from conventional SaaS to AI-native and agentic architectures — turning disruption into competitive advantage
• The ideal candidate will drive engagement at the executive level as well as with software architects and have a combination of sales / account management and technical understanding of the software industry
• She/he should also be an innovation oriented self-starter who is prepared to develop and execute against a territory coverage plan and consistently deliver results
• Act as a trusted advisor to senior management in software companies
• Develop, drive and own strategic initiatives for your customers to be successful in their domain
• Support Software Companies in their transformation towards AI-powered SaaS business models, including the adoption of Agentic AI capabilities
• Help ISVs identify opportunities to embed AI and agentic workflows into their product offerings, creating new value for their end customers
• Establish long-term relationships and strategic partnerships with your customers
• Manage accounts concurrently & strategically across multiple Nordic countries
• Work with partners to extend reach & drive adoption
• Develop thought leadership in the intersection of SaaS, AI, and Agentic AI business model transformation
• Develop and execute against a territory plan, meet or exceed your quarterly targets
• Articulate compelling value propositions around AWS services, including AI/ML, generative AI, and agentic AI capabilities
• Expect moderate travel across the northern european region
• A day in the life:
• You jump on a strategic call with the CTO of a fast-growing ISV, exploring how Agentic AI can transform their legacy platform into an intelligent, autonomous solution
• Next, you're reviewing your territory plan, prioritising accounts with the highest transformation potential
• You join a knowledge-sharing session with your EMEA colleagues, exchanging best practices on how ISVs are navigating the shift to AI-powered SaaS models
• You co-create a business case with an AWS Solutions Architect for an ISV looking to embed generative AI into their product, articulating the compelling value of AWS services to both technical and business stakeholders
• No two days are the same. You'll move between strategic advisory, hands-on territory execution, cross-functional collaboration, and thought leadership — always with the goal of helping Nordic software companies turn the AI revolution into their competitive advantage
• Your team is based in Stockholm but part of a wider EMEA team, exploring different strategies and approaches across boarders