Account Manager, AWS Startups

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 NYC 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 artificial intelligence (AI), machine learning (ML), serverless and IoT. Your customers leverage state-of-the-art technologies on AWS to innovate and become the next disrupters, like today’s AirBnB, Slack, DoorDash, and Lyft. You are passionate about startups, 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.




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
- Ensure customer satisfaction
- Expect moderate travel




About the team
Inclusive Team Culture
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and host annual and ongoing learning experiences, including Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences.

Mentorship and Career Growth
We are dedicated to supporting new team members. Our team has a broad mix of experience levels and Amazon tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We encourage curiosity ownership and self-service learning opportunities.

Work/Life Balance
Our team is focused on balancing life with work and does this via work autonomy and by prioritizing solutions and processes that enable the success of our customers. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfillment.

Basic Qualifications

- 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
- Bachelor's degree or equivalent
- Experience driving new business in greenfield accounts at the C-suite level or equivalent

Preferred Qualifications

- Experience with sales CRM tools such as Salesforce or similar software
- Experience in engineering, computer science, or MIS
- AWS Certified Cloud Practitioner (CP) or Solutions Architect (ASA) certified

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, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

Our compensation reflects the cost