Amazon Web Services (AWS) is seeking an experienced and visionary Sales Manager to lead our Telco Network Equipment Providers (NEPs) and Independent Software Vendors (ISVs) sales team across EMEA. This is a transformative leadership role at the intersection of cloud, telecommunications, and Agentic AI where you will re-imagine and reinvent how AWS engages with the Telco ecosystem in the era of autonomous, AI-driven operations. You will lead a team of sales professionals responsible for driving revenue growth across the full AWS portfolio, managing both sell-to (direct) and sell-with (partner/co-sell) motions for strategic accounts including Ericsson, Nokia, Amdocs, and Vonage. Your mission is to build trusted executive relationships, accelerate cloud adoption, and define the next-generation operating model for Telco NEPs and ISVs as Agentic AI reshapes the industry.
Key job responsibilities Key Responsibilities
Revenue & Business Growth • Own and exceed revenue targets across a portfolio of Telco NEPs and ISVs in the EMEA region • Drive full-portfolio AWS adoption through both sell-to (direct consumption) and sell-with (co-sell/partner) motions • Develop and execute strategic account plans for marquee customers (Ericsson, Nokia, Amdocs, Vonage) • Identify and close large-scale, multi-year cloud transformation engagements • Build pipeline through demand generation, executive engagement, and ecosystem partnerships
People Leadership • Recruit, coach, and develop a high-performing team of sales professionals • Establish a performance-driven culture grounded in Amazon Leadership Principles • Create scalable team mechanisms for pipeline reviews, forecasting, and deal execution • Champion career growth, including mentoring individuals toward promotion readiness • Foster an inclusive and diverse team culture across multiple EMEA geographies
Customer Relationships & Trust • Build and maintain CxO-level relationships with key Telco NEPs and ISVs • Serve as a strategic advisor to customers on cloud transformation, AI adoption, and network modernization • Deeply understand the customer ecosystem: product roadmaps, competitive pressures, and business cycles • Drive regular executive engagement cadences (QBRs, innovation days, executive sponsorships)
Reinventing the Telco Operating Model for the Agentic AI Era • Define and evangelize the next-generation operating model for Telco NEPs and ISVs as autonomous AI agents reshape software development, network operations, and customer experience • Partner with AWS service teams (Bedrock, AgentCore, Nova, Connect) to position Agentic AI solutions for Telco use cases • Drive thought leadership around how AI agents will transform Telco software lifecycle management, network automation, and service delivery • Lead sell-with motions where NEPs/ISVs build AI-powered solutions on AWS and take them to market jointly • Identify and incubate new revenue streams emerging from the convergence of Telco infrastructure and Agentic AI
Cross-Functional Leadership • Collaborate with Solutions Architects, Partner teams, Professional Services, and Industry Specialists • Influence AWS product roadmap based on Telco customer feedback and industry trends • Represent the voice of Telco NEPs/ISVs at AWS leadership forums and industry events • Drive mechanisms to track and communicate customer wins, market signals, and competitive intelligence
About the team 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.
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Basic Qualifications
- Experience with any combination of the following: application security frameworks, identity and access controls, incident response, mobile security, cloud computing and security, AI security, threat intelligence, and penetration testing
- Experience in technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services
- Experience selling cybersecurity solutions, platforms, or services to large enterprise customers
- Demonstrated experience building and maintaining C-level relationships, specifically with CISOs and security executives
- Proven ability to independently generate pipeline through outbound prospecting, whitespace analysis, and strategic account planning
- Experience navigating complex, multi-stakeholder sales cycles in Fortune 500 / Global 2000 accounts
- Bachelor's degree or equivalent professional experience
Preferred Qualifications
- Deep knowledge of the cloud security landscape, including CSPM, CNAPP, SIEM/SOAR, identity management, data protection, and network security
- Experience with competitive displacement selling against established security vendors (e.g., Palo Alto Networks, CrowdStrike, Wiz, Microsoft)
- Familiarity with AWS Security services and the broader AWS ecosystem
- Experience selling into regulated industries (e.g., Financial Services and Healthcare) where security and compliance are critical buying criteria
- Understanding of AI/ML security requirements and emerging security needs for generative AI workloads
- Track record of exceeding multi-million-dollar annual quotas in security or infrastructure software sales
- Relevant security certifications (CISSP, CCSP, AWS Security Specialty) are a plus
- MBA or advanced degree is a plus
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