Senior Account Manager, Retail ECOM

Sr. Account Manager

The Sr. Account Manager is responsible for managing end-to-end customer relationships within the Retail and E-Commerce 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 retail/e-commerce 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 e-commerce 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 e-commerce 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 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.

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.
• 6+ 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 e-commerce/Hi-tech/Retail industry or management consulting with focus on one of these industries.
• 4+ 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.

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. Pursuant to the San Francisco 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, Cupertino - 157,100.00 - 212,600.00 USD annually

USA, CA, San Francisco - 157,100.00 - 212,600.00 USD annually

USA, CO, Denver - 142,800.00 - 193,200.00 USD annually

USA, WA, Bellevue - 142,800.00 - 193,200.00 USD annually