Senior Account Manager StartupScaleups ANZ
Senior Account Manager StartupScaleups ANZ
Posted on :
15-03-2025
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1 Vacancy
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Job 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 borninthecloud 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 longterm on the AWS platform.
As AWS continues to rapidly grow we seek an Startup Account Manager to help drive the growth of highpotential early and mid 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 of coordinated gotomarket strategies and sales plays. You will also work closely with business development teams who are driving strategic support global coprogramming and portfolio engagement to help drive topoffunnel 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 stateoftheart technologies on AWS to innovate and become the next disrupters like todays AirBnB Slack DoorDash and Lyft. You are passionate about startups a selfstarter with a strong entrepreneurial spirit who is prepared to work in a fastpaced often ambiguous environment execute against ambitious goals and consistently embrace the Amazon Culture.
Roles & 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 welldeveloped 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 longterm strategic relationships with key accounts.
Ensure customer satisfaction.
Key job responsibilities
Managing a complex set of scaleups across NSW. Account set of approx 200 customers that need technical and business support to help them continue to scale and grow. Role is based in Sydney NSW.
A day in the life
Diverse Experiences
AWS 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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.
Why AWS
Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats 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 Culture
AWS values curiosity and connection. Our employeeled and companysponsored 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 Growth
Were continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll find endless knowledgesharing mentorship and other careeradvancing resources here to help you develop into a betterrounded professional.
About the team
AWS Global Sales drives adoption of the AWS cloud worldwide enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service unmatched technology and unwavering support. We dive deep to understand each customers unique challenges then craft innovative solutions that accelerate their success. This customerfirst approach is how we built the worlds most adopted cloud. Join us and help us grow.
7 years of direct sales or business development in software cloud or SaaS markets selling to Clevel executives experience
10 years of business development partner development sales or alliances management experience
5 years of building profitable partner ecosystems experience
Experience developing detailed go to market plans
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.
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 youre applying in isnt listed please contact your Recruiting Partner.
As AWS continues to rapidly grow we seek an Startup Account Manager to help drive the growth of highpotential early and mid 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 of coordinated gotomarket strategies and sales plays. You will also work closely with business development teams who are driving strategic support global coprogramming and portfolio engagement to help drive topoffunnel 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 stateoftheart technologies on AWS to innovate and become the next disrupters like todays AirBnB Slack DoorDash and Lyft. You are passionate about startups a selfstarter with a strong entrepreneurial spirit who is prepared to work in a fastpaced often ambiguous environment execute against ambitious goals and consistently embrace the Amazon Culture.
Roles & 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 welldeveloped 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 longterm strategic relationships with key accounts.
Ensure customer satisfaction.
Key job responsibilities
Managing a complex set of scaleups across NSW. Account set of approx 200 customers that need technical and business support to help them continue to scale and grow. Role is based in Sydney NSW.
A day in the life
Diverse Experiences
AWS 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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.
Why AWS
Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats 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 Culture
AWS values curiosity and connection. Our employeeled and companysponsored 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 Growth
Were continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll find endless knowledgesharing mentorship and other careeradvancing resources here to help you develop into a betterrounded professional.
About the team
AWS Global Sales drives adoption of the AWS cloud worldwide enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service unmatched technology and unwavering support. We dive deep to understand each customers unique challenges then craft innovative solutions that accelerate their success. This customerfirst approach is how we built the worlds most adopted cloud. Join us and help us grow.
7 years of direct sales or business development in software cloud or SaaS markets selling to Clevel executives experience
10 years of business development partner development sales or alliances management experience
5 years of building profitable partner ecosystems experience
Experience developing detailed go to market plans
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.
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 youre applying in isnt listed please contact your Recruiting Partner.
Required Experience:
Manager
Employment Type
Full-Time
Key Skills
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