Principal Account Manager , CA Higher Education

Would you like to be part of a team focused on increasing the adoption of Amazon Web Services in the higher education market? Do you have the business savvy and the technical background necessary to help establish Amazon as a key technology platform? Amazon Web Services is expanding in the U.S. Public Sector market and Amazon offers a creative, fast paced, entrepreneurial work environment where you’ll be at the center of Amazon innovation.

We are looking for an experienced Enterprise Sales Representative to focus on Higher Education customer accounts throughout Southern California. You have sales experience with a terrific reputation for overachieving quota while focusing on the customer. You are a self-starter who is prepared to develop and execute against a territory coverage plan and consistently deliver on quarterly revenue targets. You have both a sales and technical background that enables you to drive an engagement at the CXO level as well as with software developers and IT architects.

You are an exceptionally strong and creative thinker who thrives in a team environment and embraces all aspects of selling. You enjoy working in a fast-paced, dynamic environment.




Key job responsibilities

- Lead strategy for a high performing sales team focused on delivering cloud services and solutions
- Create a clear partner and Professional Services strategy demonstrating the ability to scale reach and drive adoption and great customer experiences
- Develop the local government ecosystem and align strategy with the Amazon Partner Network (APN) team
- Align closely and collaborate with other government leaders to develop breakthrough ideas
- Lead, coach, and develop strategy for your sales team to make them successful
- Meet or exceed revenue targets
- Develop and execute a comprehensive Enterprise plan
- Accelerate customer adoption
- Maintain a robust sales pipeline
- Manage contract negotiations
- Develop long-term strategic relationships with key accounts
- Expect moderate travel

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.

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.

Basic Qualifications

- 7+ years of technology related sales or business development experience with experience selling software solutions to the public sector market
- 3+ years sales management experience working for technology providers selling Enterprise solutions
- BA/BS degree or equivalent experience

Preferred Qualifications

- Experience in management of large, complex enterprise accounts or equivalent
- - Experience building new customer relationships
- - Experience in leadership roles in sales operations, sales strategy, finance, business development, or other related fields
- - Strong verbal and written communications skills
- - A technical background in engineering, computer science, or MIS a plus
- - MBA degree in relevant field
- - Meets/exceeds Amazon’s leadership principles requirements for this role
- - Meets/exceeds Amazon’s functional/technical depth and complexity

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.

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, Irvine - 170,000.00 - 230,000.00 USD annually
USA, CA, Los Angeles - 170,000.00 - 230,000.00 USD annually
USA, CA, San Diego - 170,000.00 - 230,000.00 USD annually