Principal Startup Business Development Manager

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Principal Startup Business Development Manager

DESCRIPTION

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 world's 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 a Senior Startup Business Development Manager, you are working closely with the UK and Ireland (UKIR) startup ecosystem as well as internal teams to ensure the world's leading founders are choosing to build their startups on AWS. You are representing AWS at external events to speak on the exciting products our customers are building from foundational models to designing practical solutions to problems such as healthcare burnout or tools that drastically reduce time spent on costly, tedious tasks.

AWS Sales, Marketing, and Global Services is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

Startups, which are now primarily born-in-the-cloud, 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 long-term on the AWS platform.

Key job responsibilities
Your responsibilities will include:

1. Serve as a key member of the Startup Business Development team in helping to drive overall AWS market and technical strategy in the UKIR startup ecosystems.
2. Develop and manage relationships with top investors in UKIR land to advise them about how AWS can help their companies scale and grow by leveraging AWS services and go-to-market programs.
3. Work with venture partners and associates as their single point of contact for all things AWS and Amazon, helping them understand AWS' benefits and where there may be exciting opportunities for their startups.
4. Work closely with many of the hottest startups to ensure they are successfully engaging with the AWS platform, making sure they have the technical and business resources required for optimal customer experience, and identifying additional opportunities for them to work more deeply with AWS and other Amazon business units.
5. Execute the strategic business development plan while working with key internal stakeholders (e.g., services teams, marketing, legal, customer support, sales, etc.).
6. Work with and advise account management teams on solution selling and establishing executive relationships in their accounts.

A day in the life
On a daily basis, you engage with founders/leaders of newly founded and venture-backed startups to:

1. Identify their technical and commercial challenges/opportunities.
2. Map those needs onto people, technology, and programs across Amazon that could potentially help.
3. Mobilize those assets to work on behalf of these startup customers.

Your responsibilities will include driving the necessary business insights, strategic and technical relationships with venture firms and their portfolio companies, to establish meaningful business relationships. You will work closely with the AWS sales, technical and partner teams to drive strategic interactions with startups to build long-term business opportunities.

About the team
The startup organization at AWS comprises experts from across the global ecosystem, including former founders and CTOs, venture capitalists, angel investors, and mentors who upskill today's founders to navigate challenges and opportunities as they build their business, and our Startup Business Development team is where the magic happens. This high-performing team drives global initiatives that aid in supporting entrepreneurs and startups across their entire journey. For BDMs who like to invent, there's no better place to build than on the AWS Startup BD team.

BASIC QUALIFICATIONS
- Experience of customer facing Business Development or Sales experience.
- Experience as a founder, startup executive, investor or business development roles focused on startups.
- Knowledge of core cloud computing concepts and ability to go deep enough on technical aspects to differentiate among various cloud services, as well as top use cases for popular startup industries.
- Extensive Technology related sales or business development experience.

PREFERRED QUALIFICATIONS
- Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner.
- Extensive knowledge of VC ecosystem in UKIR.
- Prior experience working in a similar role and working environment.
- Strong technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like open source software, virtualization, GenAI and Software as a Service delivery models.
- Passion for technology and the startup ecosystem.

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build.