Description

Would you like to be part of a team focused on increasing adoption of AWS by startups in the incredibly innovative and fast-moving space of GenAI? Do you have a passion for generating new business? Do you have the technical background necessary to help establish Amazon as a key technology platform provider?

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.

As AWS continues to grow, we seek a Startup Account Manager to engage EMEA GenAI startups.

As a Startup Account Manager, you will help acquire new startups in this exciting space, drive complex engagements/transactions and ultimately the growth of your customers, servicing their unique needs. This role will involve frequent engagement with Founders, CxOs, Board of Directors and VC influencers, as well as teaming with specialist business development, solution architecture and senior commercial and WWSO stakeholders to lead execution of coordinated go-to-market strategies to acquire and win these startups.

In this role, you will be responsible for identifying, acquiring and managing high-potential GenAI startups. You will lead complex deal shaping and customer engagement to drive a high win rate of such customers on AWS and growing their revenue footprint with us. You will be required to understand, articulate and drive complex discussions on AWS’ latest technology offerings in this space within an intensely competitive market and under significant time pressure. You will need to demonstrate experience in commercial deal shaping and closure, GTM differentiation/execution and working across senior, complex customer and internal stakeholders. You will be a self-starter who is prepared to work in a fast-paced, often ambiguous environment, execute against ambitious goals, and consistently raise the Amazon bar.

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.

Key job responsibilities

Your responsibilities will include

• GenAI customer management, identification and acquisition

• Value proposition-based customer selling (create & articulate compelling value propositions around AWS services to differentiate in a competitive landscape)

• Commercial deal shaping, pricing, negotiation and closure

• Complex objection and approval handling

• Drive pipeline and deal velocity across a territory of GenAI customers

• Drive revenue and market share in a defined territory or industry vertical (GenAI)

• Meet or exceed revenue, deal and goal targets

• Develop and execute a comprehensive account/territory plan to manage and grow numerous accounts concurrently

• Accelerate customer adoption of AWS GenAI services

• Maintain a robust sales pipeline

• Work with partners to extend reach & drive adoption

About the team

The startup organization at AWS comprises of experts that are passionate about startups. They engage with founders, venture capitalists, angel investors and work with technical, product and go-to-market teams at some of the most exciting companies on the planet. 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.

ABOUT AWS:

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship and Career growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Basic Qualifications

• Experience in GenAI + AIML services and commercial transactions is essential

• IT/Tech/Cloud sales experience in closing new business and carrying quota

• Proven track-record of consistent customer growth and quota achievement in IT sales

• Comfortable delivering results amid ambiguity and change

Preferred Qualifications

• Experience selling cloud solutions at a technology company

• Knowledge of core cloud computing concepts including compute, storage, database and higher order capabilities like microservices, analytics, serverless and machine learning

• A technical or educational background in engineering, computer science

• History of working for, or selling to tech startups

Amazon est un employeur engagé pour l'égalité des chances. Nous sommes convaincus qu'une main d'oeuvre diversifée est essentielle à notre réussite. Nous prenons nos décisions de recrutement en fonction de votre expérience et de vos compétences. Nous apprécions votre envie de découvrir, d'inventer, de simplifier et de construire. La protection de votre vie privée et la sécurité de vos données constituent depuis longtemps une priorité absolue pour Amazon. Veuillez consulter notre Politique de Confidentialité pour en savoir plus sur la façon dont nous collectons, utilisons et traitons les données personnelles de nos candidats.