Strategic Account Director, Amazon
Location: Remote
Travel: Self-scheduled; to Amazon sites & HQ as needed
This is a unique opportunity to apply your enterprise experience within Amazon and step into a high-impact commercial role with autonomous ownership, real executive access, and a meaningful runway for growth. Amazon already represents a significant part of our client’s business, but the next chapter requires a strategic relationship leader who can rebuild engagement, get in front of key stakeholders and decision influencers, and create a clear plan for expansion across facilities, regions, and service models.
As the Strategic Account Director, Amazon, you will fully own the Amazon client relationship and use your knowledge of complex enterprise customers to bring credibility across large-scale supply chain, fulfillment, logistics, reliability, distribution, and industrial operations. If you have sold into Amazon, worked at Amazon directly, and/or built meaningful relationships across Amazon’s supply chain, reliability, operations, procurement, or fulfillment network, we would love to have a conversation with you.
This is not a role for someone who wants to wait for renewals or operate from a playbook that has already been written. The right person will be energized by an opportunity where the path is not fully defined, the playbook is theirs to write, and the impact of the work will be visible. You will work closely with executive leadership, but you will also be trusted to bring your own perspective, relationships, commercial instincts, and strategic judgment to the table. You will be stepping into a relationship that matters deeply to the business. Success will require curiosity, urgency, self-awareness, and the ability to build trust with people at multiple levels of a complex organization. It will take someone who can listen well, ask thoughtful questions, adapt quickly, and earn credibility in follow-through. It will also take someone who genuinely cares about the customer, the partnership, and the long-term outcome.
The role will give you the chance to protect and grow a major enterprise relationship, shape a multi-year account strategy, influence creative commercial models, and help turn one of our client’s most important customers into an even stronger growth engine.
Key Responsibilities
- Own and grow the strategic Amazon relationship, with responsibility for protecting the existing revenue base and identifying new paths for expansion.
- Build a clear account strategy for Amazon, including stakeholder mapping, relationship priorities, growth opportunities, risks, and a multi-year roadmap.
- Get in front of key Amazon stakeholders across operations, reliability, engineering, procurement, fulfillment, supply chain, and other decision-influencing groups.
- Develop and strengthen relationships with executive sponsors, site-level leaders, operational champions, and procurement contacts across Amazon’s network.
- Rebuild strategic engagement within the account by understanding Amazon’s internal priorities, current challenges, and future direction.
- Identify opportunities to expand solutions across additional facilities, regions, business units, and service models.
- Lead conversations around renewals, pricing, replacement strategies, warranty structures, service models, RaaS opportunities, and other customized commercial solutions.
- Partner with internal leadership to shape creative account strategies that align with Amazon’s operational needs and long-term reliability goals.
- Translate account insight into actionable plans, clear priorities, and measurable progress toward growth, retention, and deeper partnership.
- Navigate Amazon’s complex organizational structure to uncover decision-makers, influencers, blockers, and champions.
- Use data, customer outcomes, reliability insights, and success stories to support expansion conversations and influence decision-making.
- Work closely with internal sales, customer success, reliability, product, and leadership teams to ensure Amazon receives a coordinated and high-quality customer experience.
- Maintain strong visibility into account activity, pipeline opportunities, stakeholder movement, risks, and forecasted revenue.
- Travel as needed to Amazon sites, leadership meetings, procurement discussions, company offices, and other relationship-building opportunities.
- Build trust through consistent presence, thoughtful follow-up, strong preparation, and a clear understanding of what matters to the customer.
- Bring market, customer, and account feedback back to internal leadership to help inform product, service, and commercial decisions.
- Take ownership of ambiguous account challenges, ask thoughtful questions, adapt quickly, and create structure where a defined playbook does not already exist.
- Represent the company with professionalism, urgency, humility, and confidence in every customer interaction.
Qualifications & Requirements
- Bachelor’s degree in a related field or equivalent experience in lieu of
- Ideally, 5+ years of industrial, manufacturing, logistics, or distribution environments with multi-site operations
- Proven success managing and expanding large enterprise accounts, ideally within Amazon, or a strong track record of driving growth within large-scale, distributed operations in enterprise distribution companies
- Background in navigating long sales cycles and enterprise procurement processes
- Strong ability to navigate complex organizational structures and influence multiple stakeholders across functions and levels
- Experience selling solution-based offerings and/or technology solutions (hardware, software, or services)
- Exceptional relationship-building skills with a consultative, customer-first approach
- Strategic thinker with the ability to translate high-level opportunities into actionable plans
- Strong communication and executive presence, with the ability to engage senior leadership
- Data-driven mindset with experience using insights to drive decisions and outcomes
- Highly collaborative, working effectively across internal teams to deliver value
- Experience managing global or multi-region accounts
What Naturally Makes You a Good Fit:
- You are a genuine human being and care about the culture of where you work.
- You take the work seriously without taking yourself too seriously.
- You are energized by ownership, ambiguity, and building plans.
- You care about and prioritize the customer, partnerships, and long-term outcomes.
- You notice gaps in the process and take initiative to improve them.
- You naturally take ownership of details, timelines, follow-up, and accountability.
- You value communication and bringing clarity to ambiguous situations.
- You are commercially sharp without being transactional.
Benefits of working with the team:
As a valued member of the team, you will receive a competitive compensation package, including a generous base salary, commission and bonus eligibility. Additional benefits include: Medical, dental, and vision coverage, 401(k) plan, life insurance, catered lunches, paid time off, company-sponsored benefits, etc.