Account Manager, ISV

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, and 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, and ensuring your ISVs build on AWS, sell with AWS, and grow with AWS. You will work at the intersection of business development, partner strategy, and ecosystem orchestration to maximize mutual value for ISVs, AWS, and 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, and 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, and 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, and 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, and 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, and sales enablement they need to succeed. Coordinate with Solutions Architects and Partner Solutions teams to accelerate ISV workload optimization, SaaS modernization, and Well-Architected reviews.