Description

　　Amazon Web Services (AWS) offers a complete set of cloud services that enable all companies, from startups to enterprises, to run virtually everything in the cloud, including mobile applications, big data analytics, AI/ML platforms, and microservices/serverless infrastructures.

　　Startups, which are primarily born-in-the-cloud now, 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 seller teams to effectively acquire, grow, and retain them on the AWS platform.

　　As AWS continues to rapidly grow, we seek a Senior Startup Sales Manager to own, operate and define strategy for the fast growing early, mid, and late stage FinTech and Web3 startups. You will be responsible for building and developing a team of account executives, driving revenue and user adoption, and ensuring new startups select AWS as their primary cloud provider. Your team will also be responsible for driving revenue growth and retention of existing AWS startup customers, as well as migrations to AWS of new startup customers currently running their infrastructure elsewhere.

　　The sales leader will align closely with go-to-market strategy and business development leaders who are driving strategic support, co-programming, and portfolio engagement to help drive top and middle of funnel outcomes and accelerate seller cycles in the field. You will also work with cross functional teams in marketing, solutions architecture, and business development to implement a consistent coverage model, go-to-market strategy, and goals for the AWS startup business. You will be part of US Startup ecosystem, including building a network across Founders, VCs, Accelerators, and Incubators nationwide. You will be at the heart of latest trends like artificial intelligence (AI), machine learning (ML), serverless and IoT. Your customers leverage state-of-the-art technologies on AWS to innovate and become the next disrupters, like today’s Shopify, Slack, Instacart, or Lyft.

　　To be successful in this role you need to be passionate about startups and a self-starter with entrepreneurial spirit (a builder!) who is prepared to work in a fast-paced environment, execute against ambitious goals, and consistently embrace the Amazon Culture.

　　Key job responsibilities

　　Lead a Customer Obsessed business

　　Lead the team with engagements with Founders, CxO, Board of Directors and VC influencers

　　Ensure customer success with early, mid and late stage startups

　　Accelerate customer adoption through well-developed sales engagements and successful GTM Strategy

　　Drive revenue and market share while meeting/exceeding revenue targets

　　Develop and execute goals to drive long term strategy with startups

　　Partner with cross functional teams across Solution Architecture, Business Development, Marketing, Partners, and Training and execute customer acquisition programs and strategies

　　Define and drive operational processes and excellence with sales teams

　　Identify ways for AWS to add value to startups and help them grow beyond just providing great infrastructure services and support

　　About the team

　　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.

　　We are open to hiring candidates to work out of one of the following locations:

　　New York, NY, USA | San Francisco, CA, USA

　　Basic Qualifications

　　10+ years of technology related sales or sales engineering experience

　　5+ years of sales management experience

　　Proven track record building successful teams

　　Deep insights into the startup ecosystem, main stakeholders and trends

　　A long-term mindset that understands the importance of investing in and adding value to startups early in their lifecycle to earn their trust and loyalty before they become big companies

　　BA/BS degree or equivalent progressive leadership experience

　　Preferred Qualifications

　　MBA/MA/MS degree

　　Previous cloud expertise at a technology company

　　A technical background in engineering or computer science

　　History of working for, or selling to tech startups

　　Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

　　Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $149,600/year in our lowest geographic market up to $278,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. Applicants should apply via our internal or external career site.