Principal Account Manager

Who you are

• 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
• Experience in sales or sales management of infrastructure or cloud technology
• Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals
• Bachelor's degree, or MBA in computer science, engineering, analytics, mathematics, statistics, IT or equivalent
• Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
• • Knowledge of the Telecommunications industry
• Experience with the AWS platform, web services, software development, or related technologie
• Experience and track record of exceeding sales goals
• Bachelor's degree or equivalent in MBA highly desired
• • Track record of winning in competitive/challenger account environments where you are not the incumbent

What the job involves

• AWS is seeking a world-class sales professional to lead and grow our strategic relationship with one of the largest global Telco customer. As a Principal Account Manager within AWS Global Telco, you will drive digital transformation through strategic engagement with C-level executives, IT decision-makers, and key business leaders across one of AWS's most strategic global accounts
• You will define and execute a comprehensive account strategy that drives revenue growth, deepens customer adoption across the full AWS portfolio — including compute, networking, storage, AI/ML, Generative AI, and edge solutions — and positions AWS as the preferred cloud partner for next-generation telco workloads. This role requires deep understanding of the telecommunications industry, to support transforming their business models through cloud adoption
• On a daily basis, you will empower your customer to solve complex challenges, delivering measurable business outcomes while guiding them to become more agile, innovative, and efficient. You will establish AWS as the strategic cloud technology provider, leveraging the fastest pace of innovation, broadest and deepest functionality, most secure computing environment, and most proven operational expertise in the industry
• Account Strategy & Revenue Growth: Define and execute a comprehensive account strategy for a global Telco provider, driving revenue targets and long-term growth. Work backwards from the customer's business needs to accelerate adoption of the most appropriate AWS services and programs
• Customer Business Outcomes: Create compelling value propositions around AWS products, services, and partnership programs (co-sell, co-build, Marketplace) to consistently deliver on desired customer outcomes — including SaaS transformation, GenAI adoption, and cloud-native network solutions
• Executive & Technical Engagement: Engage at the C-Suite level as well as with software architects and engineering teams. Use interpersonal skills to influence stakeholders from technical teams to executives, ensuring short-term technology decisions align with long-term business goals
• Solution-Led Selling: Drive solutions discussions diving deep into complex challenges — including modernization, migration, AI/ML, and infrastructure optimization for telco workloads. Recommend AWS products and services aligned with how the Telco delivers solutions to their end customers (Telco operators globally)
• Cross-Functional Orchestration: Partner with Solutions Architects, Technical Account Managers, Professional Services, Partner teams, and GTM resources to define and execute strategy. Coordinate global resources across regions to support the ISV's worldwide customer base
• Pipeline Development: Build and manage a robust pipeline across the ISV's end-customer opportunities, identifying new workloads in GenAI, SaaS, network transformation, and managed services
• The team is a high-performing, customer-obsessed sales team within the AWS Global Telco organization, covering the largest global telecommunications providers and ISVs. This role will focus on a major multinational telco network equipment provider, driving AWS adoption across their product portfolio and internal IT transformation