Sr Account Manager Startups

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 worlds 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 worldchanging 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 wellfunded highpotential 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 longterm.

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 both external and internal teams will be key to build and execute on plans to meet and exceed sales quota. Your responsibilities will include driving revenue accelerating innovation through service adoption and ensuring these startups select AWS as their primary cloud provider. You will work closely with product and service teams business development marketing solution architecture and partner teams to drive customer outcomes.

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 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.
Expect moderate travel.

About the team
Diverse Experiences
Amazon 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.

Work/Life Balance
We value worklife harmony. Achieving success at work should never come at the expense of sacrifices at home which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home theres nothing we cant achieve in the cloud.

Inclusive Team Culture
Here at AWS its in our nature to learn and be curious. Our employeeled affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences inspire us to never stop embracing our uniqueness.

Mentorship and 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.


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

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.

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.