Account Manager

Who you are

• The ideal candidate possesses strong sales acumen, knowledge of the startup ecosystem, and a passion for (and familiarity with) AI/ML
• 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
• Bachelor's degree
• Bachelor's degree or equivalent in a related field
• Knowledge of core cloud computing concepts Proven track record of exceeding revenue targets
• Experience with sales CRM tools such as Salesforce or similar software
• Experience in engineering, computer science, or MIS
• Experience driving new business in greenfield accounts at the C-suite level or equivalent
• Experience in direct sales or business development in software, cloud or SaaS markets selling to C-level executives
• History of working for, or selling to tech startups

What the job involves

• 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
• 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
• 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
• You will be working with startups building innovative solutions, so extensive collaboration with external contacts and internal teams will be key to build and execute on plans to meet and 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
• The Account Manager will be a key member of the team responsible for providing business leadership and creative direction working with strategic startups
• You will build and maintain broad relationships in the account, develop and manage opportunities, and lead a large team of extended resources
• You will define an executive relationship strategy within the account, including building a strong working relationship with the AWS senior leadership team
• You will be at the heart of the latest trends in artificial intelligence (AI), serverless and IoT
• Your customers will be some of the best funded startups at every stage of AWS adoption, who leverage state-of-the-art technologies on AWS to innovate and become the next disrupters
• • 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