Amazon—Senior Account Manager, TSG, IT & ITES, AWS India

Job description

Description: Do you have the business savvy and technical background to help establish Amazon Web Services as the preferred cloud platform for India's IT and ITeS industry? AWS India is seeking a Senior Account Manager to lead cloud strategy and revenue growth across one of India's most dynamic and globally influential sectors. 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 a Senior Account Manager for the IT/ITeS segment, you will own the end-to-end cloud strategy for a portfolio of strategic, high-revenue IT services companies, software product firms, and technology-enabled services organizations. You will operate as a trusted advisor to C-suite executives, influencing multi-year technology decisions and driving large-scale digital transformation programs. This role requires you to think at the level of how India's leading technology companies architect their platforms, modernize their delivery models, and build next-generation solutions on AWS for their global customers. You will define the strategic direction for your accounts, execute complex multi-stakeholder commercial engagements, mentor junior Account Managers, contribute to segment-level strategy, and represent the voice of the IT/ITeS customer within AWS to influence product roadmaps and go-to-market priorities. Key job responsibilities - Drive Cloud Adoption Across IT/ITeS Organizations: Lead strategic sales initiatives focused on workload migration, application modernization, DevOps transformation, and AI/ML adoption to help IT/ITeS companies build competitive advantage through AWS. - Own the long-term cloud strategy for your accounts and develop multi-year account plans that align AWS capabilities with customer business objectives, including platform modernization, IP development on AWS, and enabling customers to build cloud-native offerings for their end clients. - Executive Relationship Building and Influence: Establish and sustain CXO-level relationships across your accounts. Engage with CEOs, CTOs, Chief Digital Officers, Engineering Heads, and Delivery Leaders to position AWS as a strategic partner. - Influence technology decisions at the board level and drive executive alignment on large transformation programs. - Complex Deal Structuring and Negotiation: Lead multi-year commercial engagements including EDPs, PPAs, and custom pricing constructs. - Navigate complex procurement cycles involving multiple stakeholders, legal teams, and partner ecosystems. - Structure deals that balance customer value with AWS business objectives. - Cross-Functional Orchestration: Operate as the single-threaded leader for your accounts, orchestrating across Solutions Architects, Partner teams, Professional Services, Specialist sellers, and Product teams to deliver cohesive customer outcomes. - Segment Strategy and Market Shaping: Contribute to the IT/ITeS segment strategy by identifying industry trends, competitive dynamics, and whitespace opportunities. Provide inputs that shape go-to-market priorities, pricing strategies, and product investments for the segment. - Revenue Growth and Pipeline Management: Own revenue targets, build and manage a healthy sales pipeline, forecast accurately, and drive deals through complex procurement cycles involving multiple stakeholders. - Customer Success and Expansion: Ensure successful onboarding and adoption of AWS services, identify expansion opportunities across different business units and service lines, and drive consumption growth through strategic engagement across GenAI, data analytics, and modernization use cases. - Thought Leadership and Advocacy: Organize and participate in workshops, hackathons, webinars, and industry events to build AWS mindshare, showcase customer success stories, and establish AWS as the innovation partner of choice for IT/ITeS organizations. A day in the life As a Senior Account Manager for the IT/ITeS segment, you will own a portfolio of strategic accounts and be responsible for driving their cloud journey from initial engagement through large-scale adoption. Your day will involve a mix of strategic planning, customer engagement, internal collaboration, deal execution, and team development activities. A typical day may include: Strategic Planning: Reviewing multi-year account plans, analyzing consumption trends, identifying whitespace opportunities, and preparing for upcoming customer engagements with clear objectives and value propositions. Assessing deal progression across your portfolio, identifying blockers, and aligning resources to accelerate critical opportunities. Customer Meetings: Conducting CXO steering committees and executive briefings with business leaders, technical deep-dives with engineering teams, and business reviews with account stakeholders to drive alignment and momentum on large transformation programs. Internal Collaboration: Working with Solutions Architects on technical proposals, coordinating with Partner teams on joint go-to-market initiatives, engaging Product teams to address customer requirements, and providing customer feedback that influences service roadmaps critical to the IT/ITeS segment. Deal Progression: Advancing complex commercial engagements through the sales cycle, structuring multi-year agreements, addressing procurement and commercial discussions, negotiating contracts, and removing blockers to close deals. Relationship Development: Building trusted advisor relationships through regular cadence calls, proactive outreach, sharing relevant insights and best practices, and connecting customers with AWS resources and expertise. Knowledge Building: Staying current on AWS service launches, industry trends, competitive landscape, and customer success stories to bring fresh ideas and relevant insights to customer conversations. About the team About the team The IT/ITeS segment team focuses on one of India's most strategic industries, organizations that are transforming their own operations through cloud and building cloud-native solutions and services for customers worldwide. You'll be part of a collaborative, high-energy team that values customer obsession, innovation, and results. Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying. Why AWS? 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. Requirements: - Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent - MBA, or Bachelor's degree or above - 10+ years of technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services experience. - Experience consistently exceeding revenue targets in complex, multi-stakeholder enterprise environments. - Experience owning and managing strategic accounts with multi-year commercial engagements. - MBA, or Advanced degree - AWS certification, such as, AWS Solutions Architect, or a similar cloud certification - Experience in technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services 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.