What is th...

Question

What is the situation for major account managers in Europe and in France ? What is the average target achievement rate? Which solutions sell best at AWS? What is the sales culture like? What is the average tenure for an account manager ? How AWS face competitors?

Current Employee · Accepted Answer

Here's your polished final write-up:
Amazon continues to perform strongly in the enterprise segment, and following Re:Invent, the company is positioned to capture significant AI market share given its dominant cloud platform position. AWS maintains 31% global market share.  Azure, and GCP leading Europe's cloud market  for large growth.  AWS is investing heavily in European sovereign cloud infrastructure with 7.8 billion euros committed to the European sovereign cloud project based in Germany.

The Sovereign Cloud in Europe represents a strategic investment to capture more market opportunity as data sovereignty concerns continue to face government challenges. This initiative addresses stringent European regulatory requirements and positions AWS to compete for public sector and regulated industry workloads that require data residency and operational autonomy within the EU.

AWS maintains strong sales momentum in core services (S3, EC2, and HyperPod for AI training) while expanding its AI portfolio through Bedrock (hosting models for Claude, Nova, etc.) for foundational models.
The sales culture at AWS differs from traditional enterprise software – it's consultative rather than ACV-focused, which benefits accounts with high MRR. However, AWS lacks the traditional sales culture found in enterprise software companies. Compensation and promotion are primarily tied to MRR attainment/overachievement, case studies, and political ties with leadership. The SPIFFs are beneficial if captured correctly in SFDC.

A key concern is AWS's reluctance to acknowledge competitive threats from neo-clouds (CoreWeave, Nebius) and hyperscalers (GCP) that are winning significant GPU compute business. Azure has doubled its market share to 25% in just 7 years, while GCP holds 11% globally (Forrester reports these numbers). These competitors are successfully targeting startups that require large compute capacity.

The market is increasingly evaluating compute value based on cost per GPU hour rather than go-to-market support, creating vulnerabilities in AWS's strategy that competitors continue to exploit. Shifting back to large enterprise, you may find some vulnerabilities, but overall the ability to succeed is good. Be mindful that this is not a traditional sales role, and therefore sales culture and hunger to win is lacking.

Notifications

Amazon Web Services (AWS)

RepVue Score

0

Amazon Web Services (AWS)

86.05

Anonymous Q&A

What is the situation for major account managers in Europe and in France ? What is the average target achievement rate? Which solutions sell best at AWS? What is the sales culture like? What is the average tenure for an account manager ? How AWS face competitors?

Want to see more questions like this?