Startup Account Manager

Startup Account Manager at Amazon Web Services (AWS)

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 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.

Role Overview

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 strong sales acumen, knowledge of the startup ecosystem, and a passion for (and familiarity with) AI/ML. You will be working with startups building innovative solutions, so extensive collaboration with both external and internal teams will be key to build and execute on plans to meet and exceed sales quota. Your responsibilities will include driving revenue, accelerating innovation through service adoption, and ensuring these startups select AWS as their primary cloud provider. You will work closely with product and service teams, business development, marketing, solution architecture and partner teams to drive customer outcomes.

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 Go-to-Market 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.

About the Team & Culture

Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed, candidates are encouraged 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. 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.

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. Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. 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.

Basic Qualifications

• 5+ years of sales experience.

Preferred Qualifications

• Experience in full sales cycle, technology sales, sales engineering/consulting or equivalent business development.

Key skills/competency

• Sales strategy
• Account management
• Startup ecosystem
• Cloud computing
• AWS services
• AI/ML understanding
• Go-to-Market strategy
• Revenue generation
• Customer relationship management
• Business development