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 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 Senior 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 a strong sales acumen knowledge of the startup ecosystem 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
- 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 & 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.
- Expect moderate travel.

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.

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 employee-led and company-sponsored 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 knowledge-sharing mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We 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 theres nothing we cant achieve.

#aws-jp-sales-ap
#AWSJAPAN

- 7 years of experience in sales business development Go-To-Market or consulting in software cloud or SaaS markets
- Proven track record of selling to C-level executives with consistent customer growth and quota achievement
- Experience working at tech startups or at tech companies working with startups
- Native-level Japanese

- Experience developing detailed go-to-market plans and leading execution
- B2B Sales experience in cutting-edge business areas such as Generative AI and Physical AI
- Business-level English

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.