Account Manager- IT/ITeS (TSG), Technology Services Group, IT & ITES, AWS India

Do you have the business savvy and technical background to help establish Amazon Web Services as the preferred cloud platform for India's IT and ITeS industry? AWS India is seeking a results-driven Account Manager to accelerate cloud adoption across one of India's most dynamic and globally influential sectors.

As an Account Manager for the IT/ITeS segment, you will be responsible for driving AWS adoption across IT services companies, software product firms, and technology-enabled services organizations. You will build strategic relationships with technology leaders, influence cloud architecture decisions, and help these organizations leverage AWS to deliver innovative solutions to their global customers while transforming their own operations.


Key job responsibilities
Drive Cloud Adoption Across IT/ITeS Organizations: Lead strategic sales initiatives focused on workload migration, application modernization, DevOps transformation, and AI/ML adoption to help IT/ITeS companies build competitive advantage through AWS
Strategic Account Planning and Execution: Develop and execute comprehensive account plans that identify growth opportunities, map stakeholder ecosystems, and align AWS capabilities with customer business objectives and technology roadmaps
Executive Relationship Building: Establish and nurture relationships with C-level executives, Engineering Heads, Delivery Leaders, and Practice Heads to position AWS as a strategic partner in their digital transformation and service delivery innovation
Solution Positioning and Value Articulation: Articulate AWS value propositions across compute, storage, databases, analytics, AI/ML, and GenAI services, demonstrating how these capabilities enable IT/ITeS companies to deliver better outcomes for their end customers
Partner Ecosystem Collaboration: Work closely with AWS Partner teams, Solutions Architects, and Professional Services to design and deliver proof-of-concepts, pilots, and production deployments that showcase AWS capabilities
Revenue Growth and Pipeline Management: Own revenue targets, build and manage a healthy sales pipeline, forecast accurately, and drive deals through complex procurement cycles involving multiple stakeholders
Customer Success and Expansion: Ensure successful onboarding and adoption of AWS services, identify expansion opportunities across different business units and service lines, and drive consumption growth through strategic engagement
Market Intelligence and Competitive Positioning: Stay informed about IT/ITeS industry trends, competitive dynamics, and emerging technologies to position AWS effectively and identify new market opportunities
Thought Leadership and Advocacy: Organize and participate in workshops, hackathons, webinars, and industry events to build AWS mindshare, showcase customer success stories, and establish AWS as the innovation partner of choice
Cross-Functional Collaboration: Partner with internal AWS teams including Solutions Architecture, Partner Development, Marketing, and Product teams to deliver comprehensive solutions and exceptional customer experiences


A day in the life
As an Account Manager for the IT/ITeS segment, you will own a portfolio of strategic accounts and be responsible for driving their cloud journey from initial engagement through large-scale adoption. Your day will involve a mix of strategic planning, customer engagement, internal collaboration, and deal execution activities.

A typical day may include:

Strategic Planning: Reviewing account plans, analyzing consumption trends, identifying whitespace opportunities, and preparing for upcoming customer engagements with clear objectives and value propositions
Customer Meetings: Conducting executive briefings with CXOs and business leaders, technical deep-dives with engineering teams, and business reviews with account stakeholders to drive alignment and momentum
Internal Collaboration: Working with Solutions Architects on technical proposals, coordinating with Partner teams on joint go-to-market initiatives, and engaging Product teams to address customer requirements
Deal Progression: Advancing opportunities through the sales cycle, addressing procurement and commercial discussions, negotiating contracts, and removing blockers to close deals
Relationship Development: Building trusted advisor relationships through regular cadence calls, proactive outreach, sharing relevant insights and best practices, and connecting customers with AWS resources and expertise
Knowledge Building: Staying current on AWS service launches, industry trends, competitive landscape, and customer success stories to bring fresh ideas and relevant insights to customer conversations
Pipeline Management: Updating CRM systems with accurate opportunity data, forecasting revenue, tracking key milestones, and ensuring disciplined account hygiene and reporting
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