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 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 & 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.


About the team
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.

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- 5 years of full sales cycle technology sales or equivalent business development sales engineering/consulting or equivalent experience
- Bachelors degree or equivalent

- Experience with sales CRM tools such as Salesforce or similar software
- Experience driving new business in greenfield accounts at the C-suite level or equivalent

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 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 youre applying in isnt listed please contact your Recruiting Partner.