Account Manager, Startups

Job ID: ******* | Amazon Web Services Australia Pty LtdTrusted 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.The ideal candidate possesses strong sales acumen, knowledge of the startup ecosystem, and a passion for (and familiarity with) AI/ML.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.Key job responsibilities- Acquire new startup logos- Ensure customer success of early to mid-stage startups- Drive revenue and market share in a defined territory or industry vertical- Drive migration of workloads from other clouds/platforms- 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- Engage founders, CxO, board of directors and VC influencers to accelerate adoption- Work with partners to extend reach and drive adoption- Develop long-term strategic relationships with key accountsAbout the teamDiverse ExperiencesAWS 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 CultureAWS values curiosity and connection.Our employee-led and company-supported 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 GrowthWe'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 BalanceWe 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- 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience- Bachelor's degree or equivalentPreferred Qualifications- Experience with sales CRM tools such as Salesforce or similar software- Experience driving new business in greenfield accounts at the C-suite level or equivalentAcknowledgement of countryIn 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 statementAmazon 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.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 for more information.If the country/region you're applying in isn't listed, please contact your Recruiting Partner.Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.#J-*****-Ljbffr