Description

We’re inviting you to join our team as Startup Nurturing BD, AWS Hong Kong to drive the awareness and adoption of the AWS cloud across the startup verticals and hubs in Hong Kong. Your job is to engage early-stage startups to discover, grow, and keep the top startups in the world on AWS. This will be accomplished in collaboration with business development and field business development counterparts to identify, accelerate, and win business development opportunities with top startup customers and prospects.

The responsibilities for this hybrid business development role include territory strategy planning, direct business development and account management engagement with startup customers to assist with service adoption and cost/architecture optimization needs, and execution of business development activities designed to help AWS's startup customers grow their own businesses.

The ideal candidate will have a proven track record as a technical business development manager in technology industry, possess both a business background that enables you to drive engagement and interact with partners and managers of startup organizations such as venture capital firms, accelerators and incubators, as well as a technical background that enables you to easily interact with early-stage startup founders, software developers and architects. You should think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. A keen sense of ownership, drive, and scrappiness is a must, as is the ability to leverage and motivate AWS’s global organization to achieve high-impact results in tandem.

If you have background as a startup founder, where you’ve built a business, likely raised capital, and experienced the arc of business-building from nothing to something, that will also be a major plus.

If you have background working in venture capital firms, as well as accelerators and incubators, where you’ve developed in-depth understanding of the early-stage startups in Hong Kong, that will also be a major plus.

Key job responsibilities

General Responsibilities:

• Develop strategies to accelerate growth of high-potential early-stage startups; execute strategic initiatives for AWS, while working closely with key internal stakeholders (business development team, partners, marketing, technical, support, training, etc).

• Understand and actively utilize salesforce.com and other internal Amazon systems to manage, track, analyze customer engagement and opportunities.

• Prepare and deliver data-driven reviews to the senior management about progress, achievements, and roadblocks in the early-stage startup business; participate actively in startup community events of all kinds to identify high potential startups and build personal relationship to startup founders and influencers.

Business Development-Oriented Responsibilities:

• Serve as an Account Owner to high potential early-stage startup customers affiliated with AWS' top accelerator, incubator, and venture capital partners; serve as an escalation point for field business development teams managing startup customers requiring white glove support; identify high potential startups running on competing platforms, develop and execute on migration strategies in partnership with field business development teams; advise field business development teams on startup market trends and strategies to win/accelerate opportunities with startup customers.

• Ensure all high potential startups have full awareness of and access to the resources Startup Business Development, AWS, and Amazon offer (people, programs, credits, etc); identify and engage top startups in Go-To-Market and other partnership-oriented opportunities; increase AWS affinity and drive AWS adoption via engagement in one-to-many startup/founder ecosystem events in the field (AWS-led and 3rd-party, large-scale and intimate).

Basic Qualifications

• Bachelor's degree

• 5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience

• Entrepreneurial “builder” mentality; Comfortable delivering results amid ambiguity and change; Excellent verbal and written communication skills

• Experience developing strategies that influence leadership decisions at the organizational level

• Cantonese speaker is a must, good at Mandarin and English

Preferred Qualifications

• Passion for helping startups grow

• A technical or educational background in engineering, computer science

• Experience selling cloud solutions

• History of working for, or selling to tech startups