Principle Account Manager, Digital Natives, Strategic Accounts

The Principal Account Manager owns the end-to-end commercial relationship with one or more of AWS's largest Digital Native customers companies born in the cloud with complex, high-scale infrastructure needs. The AM is accountable for the customer's revenue growth, deal strategy, executive engagement, and long-term strategic partnership with AWS.

Key job responsibilities

Drive and deliver against quota including consumption growth, committed spend (PPA/EDP) renewals, and new workload adoption

Build and maintain C-level and VP-level relationships; develop and execute an executive engagement strategy that connects AWS leadership (VP+) with customer counterparts

Lead complex, multi-year commercial negotiations (PPAs, EDPs, Marketplace deals) working across Legal, Finance, SCE, and service teams

Own the strategic account plan: define 12-18 month vision, identify white-space opportunities, map customer org and decision-makers, and orchestrate the extended account team (SA, CSM, TAM, Specialists, Partners, ProServe)

A day in the life

Maintain accurate pipeline, deliver reliable forecasts, and ensure opportunity hygiene across all open deals

Deeply understand the customer's business model, competitive landscape, product roadmap, and technology strategy to anticipate needs and position AWS as a strategic partner

About the team

About the team

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the 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 (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.