Strategic Account Manager, Strategic Accounts

Job description

A Strategic Account Manager is responsible for managing and growing relationships with AWS high-value strategic customer.

Key aspects of the role include:

-Relationship Management: Building deep, multi-threaded executive relationships, serving as the primary point of accountability for the overall account.

- Strategic Account Planning: creating and executing long-term account strategy that span quarters (not weeks), aligning cross-functional resources e.g. sales, customer success, product, and executive leadership.

- Revenue Expansion: owning revenue growth and identifying growth opportunities proactively, often before the customer realizes the need.

Key job responsibilities

Serve as the primary point of contact and trusted advisor for a strategic account and owning the overall account strategy, relationship health, and long-term growth trajectory

Develop and execute multi-year strategic account plans that align AWS services and solutions with customer business objectives, driving adoption across compute, storage, database, analytics, AI/ML, and generative AI workloads

Build and maintain deep, multi-threaded executive relationships across all levels of the customer organization

Drive revenue growth by identifying expansion opportunities, accelerating new workload migrations, and positioning AWS as the preferred cloud platform across the customer's global operations

Collaborate cross-functionally with AWS specialist teams, solutions architects, partner managers, professional services, and executive leadership to deliver tailored solutions that address complex customer needs

Lead strategic negotiations for large-scale enterprise agreements, including Enterprise Discount Programs (EDPs), Private Pricing Agreements (PPAs), and Marketplace procurement strategies

Act as the customer's advocate within Amazon, influencing product roadmaps and service improvements by capturing and communicating customer feedback, feature requests, and competitive insights

Monitor account health metrics, pipeline development, and revenue attainment against targets, proactively identifying and mitigating risks to retention and growth