Job ID: 10392543 | Amazon Web Services Singapore Private Limited
Trusted by more startups around the world, AWS makes the power of cloud computing accessible for all by giving founders everywhere access to the same technology that powers the world’s largest companies. With nearly 20 years of experience gained from supporting hundreds of thousands of startups that have come before, we help founders prove that their world‑changing ideas are possible, at any stage of growth or level of funding. This is why more startups, and over 80% of unicorns, build on AWS.
As AWS continues to rapidly grow, we seek a Startup Account Manager to earn trust and help drive growth amongst a set of well‑funded, high‑potential startups.
Startups represent a critically important subset of customers to AWS. These companies have unique needs, technical considerations, sales cycles, and growth trajectories that distinguish them from traditional companies. These businesses require different engagement strategies and sales motions from sellers to effectively acquire, grow, and retain them on the AWS platform long‑term.
The ideal candidate possesses a strong sales acumen, knowledge of the startup ecosystem, a passion for (and familiarity with) AI/ML. You will be working with startups building innovative solutions, so extensive collaboration with external contacts and internal teams will be key to build and execute on plans to meet and exceed sales quota. Your responsibilities will include driving revenue, crafting partnerships, accelerating innovation through service adoption, and ensuring these startups select AWS as their primary cloud provider.
You will align closely with counterparts in business development, marketing, solution architecture and partner teams to lead execution of coordinated go‑to‑market strategies and sales plays. You will also work closely with business development teams who are driving strategic support, global co‑programming, and portfolio engagement to help drive top‑of‑funnel customer acquisition and accelerate seller cycles in the field.
Key Job Responsibilities
- Ensure customer success with early and mid‑stage startups across ASEAN
- Drive revenue and market share in a defined territory or industry vertical
- Accelerate customer adoption through well‑developed sales engagements and successful GTM strategy
- Meet or exceed quarterly revenue and goal targets
- Develop and execute against a comprehensive account/territory plan
- Create and articulate compelling value propositions around AWS services
- Engage Founders, CxO, Board of Directors and VC influencers to accelerate customer adoption
- Work with partners to extend reach and drive adoption
- Develop long‑term strategic relationships with key accounts
- Expect moderate travel
Basic Qualifications
- Bachelor’s degree or equivalent qualification in Math, Engineering, Science or Business
- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C‑level executives
- 7+ years of business development, partner development, sales or alliances management experience
Preferred Qualifications
- BA or BS degree in a related field (MBA preferred)
- 5+ years of building profitable partner ecosystems experience
- 9+ years of Go‑to‑Market, Business Development, Sales, or Consulting experience
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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