Principal Enterprise Account Manager, HiTech, Foundation Model Providers

Amazon • Santa Monica, CA

1d

About The Position

Are you passionate about the frontier of generative AI and foundation model
development? Do you have the business acumen and technical depth to serve as a
trusted advisor to some of the most innovative AI companies in the world? Are
you excited about helping enterprise AI-native companies scale their
infrastructure and go-to-market motion on AWS?

As a Principal Account Manager for Foundation Model Providers, you will own the
strategic relationship with two of the most consequential AI companies in the
generative AI landscape. Your responsibilities will include driving revenue,
adoption, and market penetration with enterprise accounts. The ideal candidate
will possess both a sales and technical background that enables them to drive an
engagement at the CXO level as well as with ai developers and engineers. You
will be the leader of a cross functional team, shaping the strategy for
partners, professional services, and training/certification. You will develop
and execute against a territory strategy and consistently deliver on quarterly
revenue targets.

The Principal Account Executive is responsible for teaming with all aspects of
the customer’s organization. This includes C-level executives, engineering,
infrastructure, partner org, and sales. Skills required to build relationships
across an account include creative systems thinking, visioning, and executing
via collaboration with an extended team to address all foundational model needs
across training, inference, and go-to-market workstreams.
The Principal Account Executive is responsible for selling at the most strategic
(C-level) within the account and implementing a broad strategy for earning
customer acceptance and service implementation.
The Principal Account Executive works collaboratively with all appropriate AWS
resources (Executives, Partner, Support, Solution Architect) to support customer
interests, and will understand how to strongly advocate for the customer in
harmony with what the AWS business needs.
In addition to new service adoption and new line of business development, this
role includes dotted line responsibility for partnership and technical
collaboration.

Requirements

• 10+ years of technology related sales, business development or equivalent experience
• Experience working and communicating with multiple stakeholders, C-level executives and cross-functional teams
• Bachelor's degree or equivalent

Nice To Haves

• Experience with AWS technologies
• Experience with cloud, server or infrastructure technologies and business models
• Experience in large complex deal negotiations with a successful track record
• Understanding of the generative AI competitive landscape, including open-source vs. proprietary model dynamics
• Experience working with venture-backed, high-growth AI-native companies

Responsibilities

• Driving revenue, adoption, and market penetration with enterprise accounts.
• Drive an engagement at the CXO level as well as with ai developers and engineers.
• Leader of a cross functional team, shaping the strategy for partners, professional services, and training/certification.
• Develop and execute against a territory strategy and consistently deliver on quarterly revenue targets.
• Teaming with all aspects of the customer’s organization. This includes C-level executives, engineering, infrastructure, partner org, and sales.
• Selling at the most strategic (C-level) within the account and implementing a broad strategy for earning customer acceptance and service implementation.
• Works collaboratively with all appropriate AWS resources (Executives, Partner, Support, Solution Architect) to support customer interests, and will understand how to strongly advocate for the customer in harmony with what the AWS business needs.
• Dotted line responsibility for partnership and technical collaboration.

Benefits

• 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
• parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Principal