Description

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.

Are you interested in helping to shape the era of Artificial Intelligence (AI) AI is transforming entire industries and fundamentally changing the way we live and work. AWS is the place where organizations can build AI technology securely, responsibly, and with confidence. AWS is positioned at the forefront of GenAI with the deepest set of services and features as the leader in cloud.

As a Senior Account Manager for Startups at Amazon Web Services (AWS), you will be the strategic lead responsible for driving cloud adoption within a group of stellar startups at the forefront of GenAI.

AWS offers a complete set of cloud services that enable all companies, from startups to enterprises, to run virtually everything in the cloud, including application development, model training, big data analytics, and AI/ML platforms.

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. 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.

The ideal candidate possesses a strong sales acumen, knowledge of the startup ecosystem, a passion for (and familiarity with) GenAI trends. You will be working with startups building cutting edge AI and ML solutions, so extensive collaboration with external contacts and internal teams will be key to build and execute on plans to 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.

Candidates will be working with startups building cutting edge solutions and should have a good understanding of GenAI, AI/ML technologies and how startups are using them to enhance services and processes for end customers. The ideal candidate will have a strong entrepreneurial spirit who is prepared to work in a fast-paced, often ambiguous environment, execute against ambitious goals, and consistently embrace the Amazon Culture.

Key job responsibilities

Ensure customer success with early, mid and late-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
Successfully work in a large-scale environment, leading collaboration with AWS resources (Solution Architects, Business Development, Marketing, Partners, Support, and Service teams) to drive customer solution adoption at scale.
Expect moderate travel

About The Team

Diverse Experiences

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.

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.

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 & 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.

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 we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.

Basic Qualifications

7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
10+ years of business development, partner development, sales or alliances management experience

Preferred Qualifications

Experience of building profitable partner ecosystems experience
Experience developing detailed go to market plans
Experience of working with/ for AI startups

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.

Company - AWS India - Karnataka

Job ID: A3076590

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