Startup Account Manager, Startup Japan

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 2 decades 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
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.

- 5 years of direct sales or business development in software cloud or SaaS markets selling to C-level executives experience
- 4 years of B2B sales experience
- Proven track record of selling to C-level executives with consistent customer growth and quota achievement
- 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

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