Senior Account Representative, Bulk Device Sales

The Amazon Devices & Services organization is seeking a Senior Account Executive to own and scale our B2B sales channel, driving revenue growth across our full product portfolio including Echo, Fire TV, Fire Tablets, and Kindle. You'll define the strategy for converting inbound business opportunities into high-value deals while proactively building partnerships with resellers and distributors to extend our reach into new market segments.

This role sits at the intersection of direct sales execution and channel ecosystem development. You'll work with enterprise buyers leveraging Amazon devices to transform their operations, and with channel partners selling on our behalf at scale. The ideal candidate is a strategic seller with a builder's mindset — comfortable operating in ambiguity, making trade-offs with incomplete information, and influencing across organizational boundaries to drive both near-term revenue and long-term scalable growth.

Key job responsibilities
- Own the end-to-end B2B sales motion for your segment — from pipeline strategy and deal prioritization through close
- Identify, onboard, and grow reseller and distributor partnerships, including negotiating commercial terms and structuring partnership frameworks
- Build scalable enablement programs that empower channel partners to position and sell Amazon devices into their existing customer bases
- Influence cross-functional partners across product, marketing, BD, operations, and finance to remove friction and expand the addressable market
- Define and own the metrics framework for your segment — diagnosing pipeline health, conversion gaps, and channel economics to inform investment decisions
- Author strategy documents and business cases for senior leadership; present business reviews with clear narratives on performance and priorities
- Navigate ambiguity — define the path forward in emerging verticals and undefined market segments where no playbook exists
- Raise the bar through hiring, setting performance standards, and building mechanisms that elevate team-wide execution

A day in the life
Your morning might start negotiating volume terms with a national distributor for a hospitality vertical push. By midday, you're leading discovery with a healthcare system exploring thousands of Fire Tablets for patient engagement. After lunch, you're in a working session with product and marketing, advocating for packaging changes that unlock a new reseller segment — backed by pipeline data. Later, you're reviewing your channel dashboard to decide where to double down. You close the day drafting a strategy doc for your VP on a new vertical you want to pilot next quarter. No two days look the same.

About the team
The Devices & Services Channel Sales and Distribution team builds and scales B2B sales channels beyond traditional retail and e-commerce. Our team of Business Development Managers, Account Executives, Sales Operations specialists, and Product Managers identifies untapped market opportunities and develops the partnerships, go-to-market strategies, and operational mechanisms to capture them. We work with resellers, distributors, and enterprise buyers to drive incremental device adoption across new customer segments. The team operates with an entrepreneurial mindset — defining strategy, building scalable frameworks, and expanding Amazon's device ecosystem through non-traditional channels and strategic partnerships. - 7+ years of B2B or enterprise sales with a focus on hunting new business experience
- Bachelor's degree or equivalent
- Experience with sales CRM tools such as Salesforce or similar software
- Experience working across teams and influencing teams that are not your own
- Experience building and managing channel partnerships, reseller relationships, or distribution networks
- Experience owning pipeline strategy and using data to drive prioritization and forecasting decisions - Experience in technical sales for B2B or in solution-sales / technology-related environment
- Experience working with, presenting to and influencing senior executives up to VP level
- MBA, or MBA in computer science, engineering, analytics, mathematics, statistics, IT or equivalent
- Experience building partner enablement programs or go-to-market strategies for indirect sales channels
- Experience in distribution, reseller management, or channel sales within technology or consumer electronics
- Track record of launching new sales channels or entering new market segments from scratch

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

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 and restricted stock units (RSUs). 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, WA, Seattle - 113,100.00 - 160,000.00 USD annually