US ISV Senior Sales Leader

We're seeking a front-line sales manager to lead a high-performing team driving AWS adoption within our Independent Software Vendor (ISV) segment in North America.

This leader will further accelerate the growth of a business focused on helping ISVs innovate for their end customers. They will set the strategy for their team to grow AWS revenue across a portfolio of ISV accounts, with a particular focus on agentic AI, and build the operational rigor to execute consistently. They will establish a short- and long-term vision to develop their team's ability to co-innovate with ISVs and orchestrate cross-functional resources including solution architects, partner managers, BDs, and product teams to deliver business outcomes.

The ideal candidate has led technology sales teams and knows how to coach and develop sellers through complex deal cycles. They bring deep familiarity with the AI landscape and have managed teams that successfully drive AI service adoption within ISV accounts. They know how to inspect pipeline, diagnose blockers, and coach Account Managers through complex AI adoption cycles. They can model what great looks like when engaging CxOs on AI strategy and elevate their team's ability to articulate business value across ISV use-cases such as AI-powered SaaS features, intelligent automation, inference, and code generation.

The right candidate combines deep technology sales leadership with executive presence, can engage AWS and customer executives, can articulate creative business approaches, and can influence roadmap decisions. They are a strategic thinker with strong judgment, high ownership, and the ability to build followership across their team and the broader organization.


Key job responsibilities
- Strategy & Revenue: Set the team's growth strategy across the full breadth of AWS services, with a focus on AI, and drive execution to exceed annual revenue targets
- Talent & Team Building: Recruit, build, and retain a team of top strategic sales professionals; own performance management, promotions, development pipelines, and mentoring
- Coaching & Seller Development: Coach sellers through complex deal cycles, including how to qualify opportunities, position AWS services competitively, and drive ISV customers to adopt AWS, with a focus on embedding AI capabilities into their products
- Operational Excellence: Establish inspection mechanisms, pipeline rigor, and scalable processes that drive consistent team performance
- Account Planning & Execution: Co-develop account plans with the team and remove barriers to execution across the portfolio
- Pipeline Generation: Partner with demand generation to ensure healthy pipeline coverage and predictable growth
- Cross-Functional & Partner GTM: Orchestrate Solution Architecture, BD, Marketing, Partner, and Training resources; drive joint go-to-market motions with AWS Partner teams to accelerate ISV adoption
- Executive Engagement: Lead executive business reviews and secure executive sponsorship from AWS leadership on behalf of the team's accounts
- Customer Outcomes: Enable end-customers to meet their business goals in partnership with AWS and create customer satisfaction across the portfolio


About the team
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 unwavering 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.

About AWS

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
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

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 in the cloud.

Basic Qualifications

- 10+ years of technology related sales, business development or equivalent experience
- 5+ years of sales team management experience
- Experience in management of large, complex enterprise accounts or equivalent

Preferred Qualifications

- Bachelor's degree or equivalent

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, CA, San Francisco - 205,700.00 - 278,200.00 USD annually