Trusted by startups around the world, AWS makes the power of cloud computing accessible for all. We give 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, the AWS Startups team helps founders prove that their world-changing ideas are possible, at any stage of growth, and any level of funding. This is why more startups, and over 80% of unicorns, choose to launch on AWS.
AWS continues to rapidly grow and we seek a Startup Account Manager to earn trust and help drive growth with well-funded and high-potential startups. In this dynamic business, the core responsibility is to ensure that new and high-potential startups choose AWS as their cloud platform to transform and accelerate their business. We work backward from the customer and partner with technical team members, business development, and stakeholders to lead scaled Go-to-Market strategies, accelerate adoption and drive customer success.
The ideal candidate has a passion for working with innovators and new technologies, possesses a strong sales background, and demonstrates the technical aptitude to learn and discuss the latest technologies, including generative AI, machine learning, artificial intelligence, data services, and sustainable computing. This is a fast-paced role requiring the ability to work at the speed of startup founders and engage with personas ranging from developers to technical founders and CXOs. You will work alongside Solution Architects, Product Specialists, Inside Sales, Business Development, and technology and services partners. As a self-starter, you will travel for in-person meetings and attend events. The role involves developing and executing territory coverage plans while consistently delivering on quarterly revenue targets and measurable business objectives.
AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and consistent support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.
Key job responsibilities
* Ensure customer success with early-stage (Seed to Series B) and mid-stage (Series C+) startups
* Drive revenue and market share in assigned territory or industry vertical
* Accelerate customer adoption through strategic sales engagements and GTM strategy execution
* Meet or exceed quarterly revenue and business objectives
* Develop and execute comprehensive territory plans
* Create and articulate compelling value propositions for AWS services
* Build relationships with key stakeholders including Founders, CxOs, Board Members, and VC influencers
* Partner with ecosystem players to extend reach and drive adoption
* Develop and maintain long-term strategic relationships with key accounts
Expect moderate travel.
About the team
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
Why AWS
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Work / Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Qualifications
BASIC QUALIFICATIONS
* 5-8 years of technology related sales, business development, marketing, channel management experience
* Extensive customers or pre-sale experience in B2B environments, preferably in a solution-selling / technology-related environment
* Strong analytical and project management skills and experience working with cross-functional teams
* Bachelor’s Degree or equivalent
PREFERRED QUALIFICATIONS
* Extensive skills in leveraging tools and technology to increase efficiency in your day-to-day activities
* Demonstrated ability to own projects and events from design to execution
* Profound insights into the startup ecosystem, the main stakeholders and trends
* Passion for startups and entrepreneurial mentality and history of working for, or selling to tech startups
* Previous experience in Marketing and / or Business Development as well as Sales
* Startup Founder / Startup operating experience in business development, venture capital, or in leadership roles
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