Description
The Sr. Account Manager is responsible for managing end-to-end customer relationships within the Retail and CPG vertical, driving cloud adoption and revenue growth across AWS's 200+ services, with particular emphasis on GenAI and Agentic AI solutions. This role requires deep industry expertise in CPG or Manufacturing business models, strategic account planning, and the ability to engage C-suite executives to drive digital transformation and AI-powered innovation initiatives.
Key job responsibilities
Strategic Account Management
Manage customer relationships across retail and CPG accounts, serving as the primary AWS point of contact
Develop and execute strategic account plans aligned to customer business outcomes and AWS growth objectives
Drive annual revenue quota through new workload acquisition, service expansion, and multi-year agreements
Build and maintain executive relationships with C-level stakeholders including Chief Digital Officers, Chief Marketing Officers, Chief Merchandising Officers, Chief Product & Technology Officers, and Chief Information Officers
Sales Execution
Identify, qualify, and close sales opportunities across all stages (Prospect through Closed/Won)
Articulate AWS value propositions for retail-specific use cases including CPG platforms, personalization, supply chain optimization, customer data platforms, and omnichannel experiences
Collaborate with Solutions Architects, Customer Solutions Managers, Technical Account Managers, Partner Sales/Development Managers, and Specialist Sales teams to deliver comprehensive solutions and drive partner opportunities
Leverage AWS Migration Acceleration Program (MAP), Professional Services, and partner ecosystem to accelerate customer adoption
Coordinate with Marketing on customer references, case studies, and industry events
Business Planning & Reporting
Maintain accurate pipeline and forecast data in Salesforce (SFDC)
Conduct regular business reviews with customers and internal stakeholders
Track key performance indicators including pipeline, win rates, customer meetings, and partner engagements
Develop Value Maps and business cases demonstrating ROI and TCO benefits
A day in the life
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the 8 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.
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
The AWS Industries team is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers where they are in their cloud journey and work backwards from their industry specific needs to transform their business and their entire industry. Our team speaks the language of our industry customers, which means that we focus on business outcomes and industry use cases on behalf of our customers, whether that is how we build products and solutions, how we sell, how we deliver, or how we partner.
About the team
We empower retail and e-commerce leaders to transform businesses through AWS cloud innovation.
Our Culture: We drive excellence through ownership-yet never alone. Each Account Manager owns their territory end-to-end, but we lift each other up through knowledge sharing and collective problem-solving. We embrace growth mindsets, champion customer obsession with backbone, and execute with urgency. We celebrate wins together and rally when teammates need support.
What Makes Us Different: We're not selling services-we're partnering with retail leaders to reimagine customer experience and optimize operations. We bring industry expertise, technical credibility, and genuine commitment.
Together, we're building the future of retail on AWS.
Basic Qualifications
Experience identifying, developing, negotiating, and closing large-scale technology deals
Experience building strategic relationships with stakeholders, including communicating and collaborating across teams and functions
4+ years of technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services experience
Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
Experience engaging and influencing C-level executives, both business and technical
Preferred Qualifications
Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or a related field
Experience in financial analysis, retail buying, retail planning & allocation, product/project management, marketing, business development, consulting, negotiation or supply chain
6+ years of building profitable partner ecosystems experience
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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, IL, Chicago - 142,800.00 - 193,200.00 USD annually
USA, TN, Nashville - 128,600.00 - 173,900.00 USD annually
USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually
