Job Details

Overview

Trusted by more 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 fast-moving 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 backwards 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 to work with innovators and new technologies, has a strong sales background, and has the technical aptitude to learn and discuss the latest technologies, such as generative AI, machine learning, artificial intelligence, data services, and sustainable computing. This is a fast-paced role. We work at the speed of startup founders, are able to engage personas from developers to technical founders and CXOs. You will work alongside Solution Architects and Product Specialists, Inside Sales, Business Development, and technology and services partners. You will be a self-starter, travel for in-person meetings, and attend events. You will develop and execute against a territory coverage plan and consistently deliver on quarterly revenue targets and measurable business objectives.

Key Responsibilities

• Ensure customer success with early and mid stage startups
• 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 & articulate compelling value propositions around AWS services
• Accelerate customer adoption by engaging Founders, CxO, Board of Directors and VC influencers
• Work with partners to extend reach & drive adoption
• Develop long-term strategic relationships with key accounts
• Expect moderate travel

This role requires to be based out of San Francisco, CA.

Basic Qualifications

• 5+ years of technology related sales, business development or equivalent experience
• 4+ years of technical sales in B2B environments, in a solution-sales / technology-related environment
• 4+ years of working cross functionally across several teams experience, or an MBA and 4+ years of delivering cross functional projects experience
• Bachelor's degree

Preferred Qualifications

• Knowledge of Microsoft Office products and applications, CRMs (e.g. Salesforce.com), sales and marketing automation tools, and eLearning tools
• Experience in ownership of projects and communicating timelines and executing independently
• Experience in business development, sales, or sales-engineering, preferably in the technology, internet, and e-commerce sectors
• 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
• Startup Founder/ Startup operating experience in business development, venture capital, or in leadership roles

About the Company and Compliance

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 during the application process, please visit amazon.jobs accommodations for more information.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $83,100/year to $177,800/year depending on location and experience. Amazon is a total compensation company. Depending on the role, equity, sign-on payments, and other benefits may be provided as part of the package.