Principal Global Account Manager - IT/ITeS Industry, AGS-APJ-India-ITS

Amazon · Retail & E-commerce

Bengaluru, Karnataka, India
On-site
Posted today
Sales & Business Development
full-time

About the job

Do you want to own the global cloud relationship with one of the world's largest System Integrators and drive its transformation on AWS? AWS is seeking a Principal Account Manager to serve as the Global Account Director for a strategic GSI, owning AWS revenue and adoption across the customer's worldwide operations.

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, you will own the end-to-end global sales relationship with a customer that operates across dozens of countries and hundreds of thousands of employees. 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. You will be the single global owner of the account, aligning regional sellers across NAMER, EMEA, and India, and driving AWS adoption across the customer's internal platforms, engineering environments, and lines of business. You will 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. Success is measured by global revenue growth, consumption, and the depth of AWS's strategic position within the account worldwide.

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 technology roadmap.

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. Build and execute multi-year migration and modernization programs across the customer's internal platforms, data centers, and delivery environments in every region, and drive the consumption growth that follows.

Accelerate Enterprise-Wide AI Adoption: Position AWS as the customer's platform of choice for AI and GenAI. Drive adoption of Amazon Bedrock, Amazon Q, 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 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, President, and business unit and delivery leaders. Position AWS as the customer's primary strategic cloud provider and influence board-level technology decisions.

Structure the Most Complex Global Deals: Lead the large multi-year, multi-region commercial engagements, including 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 GenAI, data and analytics, migration, and modernization.

Segment Strategy Shaping: Contribute to AWS's global GSI 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, you own the worldwide sales relationship and are responsible for the customer's global cloud journey 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 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 senior leadership, and joining regional business reviews to keep the worldwide plan on track.

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 roadmaps and investment decisions, and representing AWS at senior customer and industry forums.

About the team

Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating, that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth

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.

Basic qualifications

Bachelor's degree or above, or MBA

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

Experience leading matrixed virtual teams that create and execute strategic programs

• 15+ years of technology sales or strategic account management experience selling enterprise software, infrastructure, managed services, or cloud computing services.

• Experience consistently exceeding revenue targets in complex, multi-stakeholder, multi-geography environments.

Preferred qualifications

Experience as primary account manager of a global federated enterprise working with multiple business units and influencing governance and policy or equivalent

AWS or other cloud certification

Experience in the advertising, media or agency landscape, and proven track record of reaching and exceeding sales revenue goals via new and existing business

• Prior experience of managing large GSI/IT & ITES customers.

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.

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