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Description

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 now primarily born-in-the-cloud, 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 sellers to effectively acquire, grow, and retain them long-term on the AWS platform.

As AWS continues to rapidly grow, we seek an Startup Account Manager to help drive the growth of high-potential early, mid, and late stage startups. Your responsibilities will include driving revenue and user adoption, migrations, and ensuring new 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.

You will be at the heart of latest trends like GenAI, machine learning (ML), data/analytics and many other hypergrowth services. Your customers leverage state-of-the-art technologies on AWS to innovate and become the next disrupters, like today’s Canva, Atlassian, Leonardo.ai and many more. You are passionate about startups and scaleups, a self-starter with 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.

#aws-ags-ANZ

Key job responsibilities

Managing a set of startups/scaleups customers. Account set of approx. 100 customers that need support to help them continue to scale and grow. Experience working and directing a cross functional team to help support your strategy.

Roles & Responsibilities:

· Ensure customer success with 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.

· Ensure customer satisfaction.

· Expect moderate travel.

Highly Desirable; this role will initially be focussed on Health Care and Life sciences companies.

A day in the life

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 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 in the cloud.

Inclusive Team 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. Ongoing events and learning experiences, including our Conversations

on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our

uniqueness.

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.

About the team

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the

largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.

Basic Qualifications

5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience, or

5+ years of business development, partner development, sales or alliances management experience

Preferred Qualifications

Experience developing detailed go to market plans and territory plans

Ability to use data to make informed decisions on prioritisation

Experience using industry standard sales tools

Acknowledgement of country:

In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:

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, disability, age, or other legally protected attributes.