Job Details

Job ID: 2809660 | Amazon Web Services, Inc.

Amazon Web Services (AWS) offers a complete set of cloud services that enable all companies, from startups to enterprises, to run virtually everything in the cloud, including mobile applications, big data analytics, AI/ML platforms, and microservices/serverless infrastructures.

Startups, which are primarily born-in-the-cloud now, represent a critically important and growing subset of customers to AWS. Startups have unique needs, priorities, and growth trajectories that distinguish them from traditional businesses and require different engagement strategies and sales motions from seller teams to effectively acquire, grow, and retain them on the AWS platform.

As AWS continues to rapidly grow, we seek a Sales Manager to own, operate and define strategy for the fast growing early, mid, and late stage startups segment. You will be responsible for building and developing a team account executives, driving revenue and user adoption, and ensuring new startups select AWS as their primary cloud provider. Your team will also be responsible for driving revenue growth and retention of existing AWS startup customers, as well as migrations to AWS of new startup customers currently running their infrastructure elsewhere.

The sales leader will align closely with go-to-market strategy and business development leaders who are driving strategic support, co-programming, and portfolio engagement to help drive top and middle of funnel outcomes and accelerate seller cycles in the field. You will also work with cross functional teams in marketing, solutions architecture, and business development to implement a consistent coverage model, go-to-market strategy, and goals for the AWS startup business. You will be part of US Startup ecosystem, including building a network across Founders, VCs, Accelerators, and Incubators nationwide. You will be at the heart of latest trends like artificial intelligence (AI), machine learning (ML), serverless and IoT. Your customers leverage state-of-the-art technologies on AWS to innovate and become the next disrupters, like today's Shopify, Slack, Instacart, or Lyft.

To be successful in this role you need to be passionate about startups and a self-starter with entrepreneurial spirit (a builder!) who is prepared to work in a fast-paced environment, execute against ambitious goals, and consistently embrace the Amazon Culture.

Key job responsibilities

1. Lead a Customer Obsessed business
2. Lead the team with engagements with Founders, CxO, Board of Directors and VC influencers
3. Ensure customer success with early, mid and late stage startups
4. Accelerate customer adoption through well-developed sales engagements and successful GTM Strategy
5. Drive revenue and market share while meeting/exceeding revenue targets
6. Develop and execute goals to drive long term strategy with startups
7. Partner with cross functional teams across Solution Architecture, Business Development, Marketing, Partners, and Training and execute customer acquisition programs and strategies
8. Define and drive operational processes and excellence with sales teams
9. Identify ways for AWS to add value to startups and help them grow beyond just providing great infrastructure services and support

About the team

AWS 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.

BASIC QUALIFICATIONS

1. Bachelor's degree or equivalent
2. Experience using data and trends to articulate business needs or equivalent
3. Experience working with a matrixed team of stakeholders to achieve a common goal or equivalent

PREFERRED QUALIFICATIONS

1. 5+ years of sales management experience
2. Experience managing time efficiently, meeting personal goals, and working effectively with internal, partner, and customer teams

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.