Account Manager, AWS Startups, AWS Startups, EMEA

As a Startup Account Manager, you will help support the growth of your startup customers, servicing their unique needs, engaging with Founders, CxOs, Board of Directors and VC influencers, and teaming with business development, marketing, solution architecture and partner teams to help the execution of coordinated go-to-market strategies.

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.

In this role, you will also establish Amazon Web Services as the key cloud technology provider across the companies you manage, promoting the entire AWS products and services portfolio to Startups Customers. You will be at the heart of latest trends like artificial intelligence (AI), machine learning (ML), serverless and IoT, helping your customers to leverage state-of-the-art technologies on AWS to innovate and become the next disrupters, like today’s AirBnB, Slack, DoorDash, and Lyft.

AWS Sales, Marketing, and Global Services (SMGS) 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.

Key job responsibilities

1. Meet or exceed revenue and goal targets in a defined territory.
2. Help develop a comprehensive account/territory plan to manage and grow numerous accounts concurrently.
3. Grow & articulate compelling value propositions around AWS services.
4. Accelerate customer adoption.
5. Maintain a robust sales pipeline.
6. Work with partners to extend reach & drive adoption.

A day in the life

A typical day involves engaging with Founders, Developers and the Chief Technology Officer (CTO) to discuss strategies for scaling the business. Conversations with founders are a key aspect, focusing on assisting them in achieving their business goals. The team collaborates internally during daily syncs, where ideas are shared, and discussions revolve around driving new opportunities and mutual learning.

About the team

Our mission is to enable and support startups from their inception by helping them maximize the value of AWS to accelerate their businesses and increase their potential for success. You will be part of a diverse team who are customer obsessed and result driven and enjoy operating in a fast-paced environment. We extensively collaborate and support each other, continuously learn, celebrate success and have fun along the way.

Minimum Requirements

1. Technology related sales, consulting or business development experience.
2. Ability to build and deliver against a plan for your territory which meets or exceeds revenue targets.
3. Entrepreneurial “builder” mentality.
4. Comfortable delivering results amid ambiguity and change.
5. Excellent verbal and written communication skills.
6. Passion for helping startups grow.
7. A technical or educational background in engineering, computer science.
8. Experience selling cloud solutions.
9. History of working for, consulting to, or selling to tech startups.