Sr. Account Executive - Strategic ISVs

Role overview

As a Senior Account Executive focused on strategic Independent Software Vendor (ISV) customers, you will be responsible for one or more key software accounts in New Zealand. Your mission is to grow AWS adoption, help these companies innovate faster, and support their business expansion.

You will partner with senior leaders at software businesses to advance digital transformation initiatives. This includes modernizing applications, unlocking generative AI and agentic AI use cases, improving cloud economics, and helping SaaS products scale internationally. You will also collaborate with product, technology, and business stakeholders inside each account, while working closely with AWS specialists and experts to deliver meaningful outcomes.

In this role, you will position AWS as the primary cloud platform for your ISV customers and present the wider AWS portfolio, with strong emphasis on AI/ML services, modern application design, and marketplace growth opportunities.

AWS enables ISV customers with rapid innovation, deep functionality, strong security, and extensive operational experience to build, scale, and monetize software solutions.

This role suits someone who actively looks for new ways to support software companies and who is motivated by solving business challenges through technology with significant customer impact.

Key responsibilities

• Study software industry trends and turn that insight into detailed account plans for strategic ISV customers in your territory.
• Take full ownership of account plan execution.
• Manage major customer relationships, including C-level, product, and technology stakeholders, while coordinating a broader AWS team to deliver results.
• Develop and communicate strong value propositions for AWS services that help software businesses innovate and grow.
• Handle complex customer opportunities, shape a clear vision, and lead multiple partners toward shared outcomes.
• Present to senior executives, product teams, engineering leaders, and other business functions.
• Identify, build, negotiate, and close large technology deals and commercial agreements with strategic ISV customers.

Day-to-day working style

You will work closely with one or more strategic ISV customers in New Zealand and focus on building long-term trust. A strong understanding of customer needs, as well as the needs of their customers, will be essential.

To achieve results, you will coordinate across several AWS teams such as executives, business development, solution architects, professional services, ISV specialists, and partners. Your work will help software companies transform their businesses through AWS adoption.

Qualifications and experience

Applicants should have at least 5 years of experience in full-cycle sales, technology sales, business development, sales engineering, consulting, or a closely related area.

Preferred background includes engineering, computer science, or MIS. Experience generating new business in greenfield accounts at C-suite level is also valued.

Additional information

AWS is committed to an inclusive workplace. Candidates who need accommodation or adjustments during the application, interview, or onboarding process can request support through the company’s accommodations process.

Company: Amazon Web Services New Zealand Limited

Job ID: A10426141