As an Account Executive - Strategic ISVs, you will own one or more strategic Independent Software Vendor (ISV) accounts within New Zealand and drive the adoption of AWS services to accelerate their software innovation and business growth. You will work with C-level executives at these software companies to drive digital transformation efforts that help them modernize their applications, leverage Generative AI and agentic AI capabilities, optimize their cloud economics, and scale their SaaS offerings globally. You will engage with technology leaders, product teams, and business stakeholders within these ISV accounts, collaborating with industry specialists and technology experts within AWS to deliver transformative outcomes for these customers. You will establish AWS as the strategic cloud platform for your ISV customers and promote the entire AWS products and services portfolio, with particular emphasis on AI/ML services, modern application architectures, and marketplace opportunities.
With AWS, our ISV customers benefit from the fastest pace of innovation, the broadest and deepest functionality, the most secure computing environment, and the most proven operational expertise to build, scale, and monetize their software solutions.
- Do you look around corners for ways to engage and service software companies?
- Are you passionate about using technology to solve business problems that have big customer impact on the software industry? Come build the future with us.
Key job responsibilities
- Understand software industry trends and apply these to develop comprehensive account plans for the strategic ISV customers in your territory
- Own the execution of the plan
- Own key customer relationships (C-Suite, Product Leadership, and Technology) and orchestrate a wider team to deliver outcomes for your ISV customers
- Create & articulate compelling value propositions around AWS services to help software companies transform their businesses and accelerate innovation
- Manage complex customer engagements, set a compelling vision, and lead multiple partners to deliver outcomes
- Work with and present to C-level executives, product teams, engineering leaders, and other lines of business
- Identify, develop, negotiate, and close large-scale technology projects and commercials with strategic ISV customers
A day in the life You will work with one or more strategic ISV customers in New Zealand, and work vigorously to earn and keep their trust. You will build a deep understanding of how to meet the needs of your customers, and their end customers. To deliver outcomes for your ISV customers you will work with and orchestrate different parts of the AWS team (e.g., Executives, Business Development, Solution Architects, Professional Services, ISV specialists) and Partners. Your efforts will result in software companies transforming their businesses through AWS adoption.
Basic Qualifications
- 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
- Experience in full sales cycle, technology sales, sales engineering/consulting or equivalent business development
Preferred Qualifications
- Experience in engineering, computer science, or MIS
- Experience driving new business in greenfield accounts at the C-suite level or equivalent
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