Account Manager, Early Startups, Early Stage Startups

Trusted by more startups around the world, AWS makes the power of cloud computing accessible for all. We give 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, the AWS Startups team helps founders prove that their world‑changing ideas are possible at any stage of growth and any level of funding. This is why more startups, and over 80% of unicorns, choose to launch on AWS. AWS continues to rapidly grow and we seek a Startup Account Manager to earn trust and help drive growth with well‑funded and high‑potential startups. In this fast‑moving business, the core responsibility is to ensure that new and high‑potential startups choose AWS as their cloud platform to build and scale their business. We work backwards from the customer and partner with technical team members, business development, and stakeholders to lead scaled Go‑to‑Market strategies, accelerate adoption and drive customer success. The ideal candidate has a passion to work with innovators and the latest AI tools, has a strong sales background, and has the technical aptitude to learn and advise founders on the latest technical innovations, such as generative AI, machine learning, artificial intelligence, data services, and sustainable computing. This is a fast‑paced role. We work at the speed of startup founders, are able to engage personas from developers to technical founders and CXOs. You will work along side Solution Architects and Product Specialists, Inside Sales, Business Development, and technology and services partners. You will be a self‑starter, travel for in‑person meetings, and attend ecosystem events. You will develop and execute against a territory coverage plan and consistently deliver on quarterly revenue targets and measurable business objectives.

Key Job 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 GTM Strategy

Meet or exceed quarterly revenue and goal targets

Develop and execute against a comprehensive account/territory plan

Create and 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 and drive adoption

Develop long‑term strategic relationships with key accounts

Expect moderate travel

BASIC QUALIFICATIONS

5+ years of technology‑related sales, marketing or business development experience

4+ years of technical sales in B2B environments, in a solution‑sales / technology‑related environment

Experience managing, analyzing and communicating results to senior leadership while working cross‑functionally across several teams

Bachelor's degree or equivalent

PREFERRED QUALIFICATIONS

Experience in ownership of projects and communicating timelines and executing independently

4+ years of sales, inside sales, or business development experience

Experience working with AI & GenAI technologies to increase efficiency in day‑to‑day activities

Experience and insights into the startup ecosystem and trends

A passion for startups, an entrepreneurial mentality, and a history of working for, or selling to tech startups

Experience working at a Startup, operating a startup, as a Startup Founder, or in venture capital

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. Our inclusive culture empowers Amazonians to deliver the best results for our customers.

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