Account Manager, ISV

AWS India - Maharashtra•1h ago

IN, MH, MumbaiOnsiteFull-timeMid Level5+ yrs exp

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Account ManagerTechnical Account Manager

Would you like to be part of a team focused on driving growth and deepening strategic partnerships with some of India's most impactful Independent Software Vendors (ISVs)? As an Account Manager in our ISV team at Amazon Web Services (AWS), you will own a named portfolio of top ISV partners and be responsible for developing their partnership with AWS — driving co-sell success, go-to-market execution
joint value creation. 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 and partner to grow by providing tailored service, unmatched technology and support. We dive deep to understand each partner's unique challenges, then craft innovative solutions that accelerate their success. In this role, you will be the strategic owner of your assigned ISV partnerships — shaping the partnership vision, driving joint go-to-market motions, enabling co-sell with AWS field teams
ensuring your ISVs build on AWS, sell with AWS
grow with AWS. You will work at the intersection of business development, partner strategy
ecosystem orchestration to maximize mutual value for ISVs, AWS
end customers. Key job responsibilities Partnership Strategy & Planning: Own a portfolio of ~8–12 named top ISV partners. Define and execute partnership strategies with clear joint business objectives, GTM milestones
mutual growth targets. Develop multi-year partnership roadmaps aligned to each ISV's product direction and AWS's ecosystem priorities. Executive Relationship Management: Build and maintain trusted relationships at the C-level and VP level within ISV organizations. Drive executive alignment on partnership vision, joint investment priorities
long-term strategic direction. Champion the partner's voice internally within AWS. Co-Sell Orchestration: Design and drive co-sell motions — identify joint customer opportunities, enable ISV sales teams to engage alongside AWS field sellers, manage co-sell pipeline governance
support deal progression from opportunity through closure. Own co-sell targets and report on pipeline health. Go-to-Market Development: Develop and execute joint GTM plans including campaign orchestration, joint customer events, solution-led demand generation
partner-led marketing initiatives. Position ISV solutions on AWS to win in market. Drive awareness of ISV solutions across the AWS field organization. Partner Enablement & Readiness: Drive ISV readiness on AWS — ensure partners have the technical training, certifications, solution validation
sales enablement they need to succeed. Coordinate with Solutions Architects and Partner Solutions teams to accelerate ISV workload optimization, SaaS modernization
Well-Architected reviews. AWS Marketplace & APN Acceleration: Drive ISV listings and transactions on AWS Marketplace — work with partners to optimize their Marketplace presence, structure private offers, enable channel and consulting partner resell motions
grow Marketplace-sourced revenue. Leverage AWS Partner Network (APN) programs to unlock technical, GTM
funding benefits for your ISVs. Business Reviews & Governance: Conduct regular partner business reviews to track progress against joint targets. Manage partnership health metrics, escalate blockers
drive accountability across internal and partner stakeholders. Ecosystem & Tri-Party Orchestration: Identify and drive tri-party initiatives — connecting ISVs with consulting partners, system integrators
AWS customers to create joint solutions and compound value. Build ecosystem plays that expand the ISV's reach and AWS's partner-attached revenue. Internal Advocacy & Cross-Functional Coordination: Work across a matrixed organization — collaborating with Solutions Architects, Marketplace teams, APN program managers, Marketing, Legal
segment leaders — to marshal resources, remove barriers
accelerate partner outcomes. Serve as the internal advocate for your ISV partners. Market Intelligence: Stay current on industry trends, competitive dynamics
the ISV landscape. Identify new opportunities to deepen engagement and expand the partnership footprint. A day in the life You start your day reviewing co-sell pipeline health and partner engagement metrics for your named ISVs. You join an executive alignment call with a top ISV's CXO to discuss their product roadmap and how the AWS partnership can accelerate their next release. Mid-morning, you enable a co-sell motion — briefing an AWS field Account Executive on an ISV's solution fit for their customer
coordinating a joint pitch. After lunch, you lead a quarterly partnership review with another ISV, tracking progress on Marketplace listings, co-sell wins, APN program milestones
upcoming joint GTM campaigns. You close the day designing a tri-party initiative connecting your ISV with a consulting partner and a shared customer — coordinating with solutions architecture and marketing to build a compelling joint value proposition. About the team The AWS ISV team develops strategic partnerships with Independent Software Vendors to help them build, market
sell their solutions on AWS. We combine deep technical expertise with partner development acumen to drive mutual growth — enabling ISVs to innovate faster while creating differentiated value for the AWS ecosystem and end customers. Our team culture values ownership, customer obsession
5+ years of business development, partner development, sales or alliances management experience - 5+ years of building profitable partner ecosystems experience - Experience selling enterprise software or cloud-based applications - Bachelor's degree or equivalent - Experience working with and presenting to C-level executives and senior leadership within ISV / technology partner organizations - Experience driving co-sell, channel
partner-led sales motions with a track record of delivering revenue growth through partnerships
Experience in relationship management within technology, start-ups
SaaS Platforms - Experience working in a matrixed environment, influencing strategy
achieving goals by working across the organization - Experience driving co-sell, marketplace
channel-led go-to-market programs - Experience managing a portfolio of technology partners and driving measurable partnership outcomes (revenue, adoption, joint wins) - Hands-on experience with AWS Marketplace (listings, private offers, CPPO/channel partner private offers, procurement workflows) - Familiarity with AWS services, cloud architecture patterns
AWS Partner Network (APN) programs such as ISV Accelerate, SaaS Factory
Competency designations - AWS certification (Cloud Practitioner or above) - Strong oral and written communication skills with the ability to simplify complex technical and business concepts for diverse audiences - MBA or equivalent advanced degree 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.

Required skills

AWSbusiness developmentpartner developmentsalesalliances managemententerprise softwarecloud-based applications