Sr. Account Manager, GenAI Startups, India Startup

ID: 4594

Type: Full-time

Category: Others

Company Name: AWS India - Karnataka

Location: IND, KA, Bengaluru

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Job Description

Are you interested in helping to shape the era of Artificial Intelligence (AI)? AI is transforming entire industries and fundamentally changing the way we live and work. AWS is the place where organizations can build AI technology securely, responsibly, and with confidence. AWS is positioned at the forefront of GenAI with the deepest set of services and features as the leader in cloud.

As a Senior Account Manager for Startups at Amazon Web Services (AWS), you will be the strategic lead responsible for driving cloud adoption within a group of stellar startups at the forefront of machine learning development.
AWS offers a complete set of cloud services that enable all companies, from startups to enterprises, to run virtually everything in the cloud, including application development, model training, big data analytics, and AI/ML platforms.

Startups, represent a critically important subset of customers to AWS. These companies have unique needs, technical considerations, sales cycles, and growth trajectories that distinguish them from traditional companies. These businesses require different engagement strategies and sales motions from sellers to effectively acquire, grow, and retain them on the AWS platform long-term. As AWS continues to rapidly grow, we seek a Startup Account Manager to earn trust and help drive growth amongst a set of well-funded, high-potential startups.

The ideal candidate possesses a strong sales acumen, knowledge of the startup ecosystem, a passion for (and familiarity with) machine learning trends. You will be working with startups building cutting edge AI and ML solutions, so extensive collaboration with external contacts and internal teams will be key to build and execute on plans to meet and exceed sales quota. Your responsibilities will include driving revenue, crafting partnerships, accelerating innovation through service adoption, and ensuring these startups select AWS as their primary cloud provider.

You will align closely with counterparts in business development, marketing, solution architecture and partner teams to lead execution of coordinated go-to-market strategies and sales plays. You will also work closely with business development teams who are driving strategic support, global co-programming, and portfolio engagement to help drive top-of-funnel customer acquisition and accelerate seller cycles in the field.

Candidates will be working with startups building cutting edge AI and ML solutions and should have a good understanding of machine learning technologies and how startups are using them to enhance services and processes for end customers. The ideal candidate will have a strong entrepreneurial spirit who is prepared to work in a fast-paced, often ambiguous environment, execute against ambitious goals, and consistently embrace the Amazon Culture.

Key job responsibilities
- Ensure customer success with early, mid and late-stage startups
- Drive revenue and market share in a defined territory or industry vertical
- Accelerate customer adoption through well-developed sales engagements and successful GTM Strategy
- Meet or exceed quarterly revenue and goal targets. - Develop and execute against a comprehensive account/territory plan.
- Create & articulate compelling value propositions around AWS services.
- Accelerate customer adoption by engaging Founders, CxO, Board of Directors and VC influencers
- Work with partners to extend reach & drive adoption.
- Develop long-term strategic relationships with key accounts.
- Successfully work in a large-scale environment, leading collaboration with AWS resources (Solution Architects, Business Development, Marketing, Partners, Support, and Service teams) to drive customer solution adoption at scale.
- Expect moderate travel.

A day in the life

About the team
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred 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

- 10+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 7+ years of business development, partner development, sales or alliances management experience

Preferred Qualifications

- 5+ years of building profitable partner ecosystems experience
- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

Company Information

Company Name: AWS India - Karnataka

Company Website: https://aws.amazon.com/

Company Address: IND, KA, Bengaluru

Amazon Web Services (AWS) — regional operations associated with "AWS India - Karnataka" refers to the India presence and activities of Amazon Web Services, the cloud-computing division of Amazon.com, Inc. AWS is a global provider of on-demand cloud computing platforms and APIs for individuals, companies and governments on a metered pay-as-you-go basis. In India, and specifically within the state of Karnataka (centered on Bengaluru), AWS operates corporate, sales, technical support, engineering and partner engagement activities to support customers across industries, to deliver cloud infrastructure and platform services, and to enable public- and private-sector digital transformation. Company overview and positioning AWS is positioned as a comprehensive, broadly adopted cloud platform offering computing power, storage options, networking, database management, analytics, application services, developer tools and machine learning operations. The company’s India activities include direct customer engagement, technical enablement, partner ecosystem development, training and certification programs, and support for startups and public-sector initiatives. In Karnataka, Bengaluru serves as a key technology hub where AWS maintains engagement with enterprise customers, software companies, research organizations and startups, providing local sales and support resources as well as technical and professional services. Core business activities The core business activities of AWS center on providing Infrastructure as a Service (IaaS), Platform as a Service (PaaS) and a range of managed services. These activities include operating and maintaining globally distributed data center regions and edge locations, offering virtualized compute and storage resources, managed database services, serverless computing platforms, container orchestration, content delivery networks and identity and access management. In-market activities in Karnataka focus on onboarding and supporting customers migrating workloads to the cloud, delivering professional services for architecture and optimization, and running local programs (e.g., technical training, startup accelerators and public-sector engagements) to increase cloud adoption. Main products and services AWS delivers a broad portfolio of products and services that are typically grouped into compute, storage, databases, networking, security, analytics, machine learning, developer tools and application services. Key, widely used services include Amazon Elastic Compute Cloud (EC2) for scalable virtual servers; Amazon Simple Storage Service (S3) for object storage; AWS Lambda for serverless compute; Amazon Relational Database Service (RDS) and Amazon Aurora for managed relational databases; Amazon DynamoDB for managed NoSQL databases; Amazon Elastic Kubernetes Service (EKS) and Amazon Elastic Container Service (ECS) for containerized workloads; Amazon CloudFront for content delivery; AWS Identity and Access Management (IAM) for access control; Amazon SageMaker for machine learning model development and deployment; and Amazon Redshift for data warehousing and analytics. In India, these services are used by enterprises, startups, academic institutions and government agencies for cloud-native applications, modernizing legacy systems, big data analytics and AI/ML projects. Regional and ecosystem activities in Karnataka In Karnataka, particularly in Bengaluru — India’s principal technology and startup hub — AWS engages through sales, solutions architecture, technical account management and partner development teams. The company’s regional activities include: supporting enterprise migration projects; enabling product development and DevOps adoption among software firms; delivering cloud training and certification for developers and IT professionals; working with educational institutions to support cloud curriculum and research; and collaborating with government and public-sector bodies on cloud-enabled services. AWS also runs startup acceleration programs, credits and mentorship initiatives to help early-stage companies leverage cloud infrastructure cost-effectively. Support, professional services and partner network AWS complements its platform with professional services, consulting partners and managed service providers (MSPs) that help organizations design, build, migrate and manage cloud workloads. The AWS Partner Network (APN) includes systems integrators, independent software vendors (ISVs), consulting firms and managed service partners operating in India and Karnataka who provide localized implementation, customization and ongoing operational support. AWS offers enterprise support plans, technical account management, architecture guidance and best-practice frameworks to assist customers in achieving reliability, security and cost optimization objectives. Compliance, security and governance AWS provides a range of compliance and security services and features to support regulatory and data governance requirements. These include encryption, identity and access management, logging and monitoring, network segmentation, key management and compliance certifications. AWS publishes documentation and tools to help customers meet applicable local and regional regulatory standards. In India, AWS teams work with customers to design compliant architectures and to use region-appropriate controls for data residency and sovereignty where required. Training, certification and community programs AWS maintains training and certification programs aimed at building cloud skills among IT professionals, developers and students. Programs such as AWS Training and Certification, AWS Academy and AWS Educate provide curriculum, hands-on labs and certification tracks. In Karnataka, these programs are delivered through local training partners, events, workshops, and community meetups to support workforce development and upskilling in cloud-native technologies, machine learning, analytics and DevOps practices. Use cases and customer segments AWS serves a wide variety of customer segments in Karnataka and India at large, including large enterprises undergoing digital transformation, SMBs and startups building scalable applications, software product companies, research organizations, educational institutions and government agencies implementing e-governance, public services and digital platforms. Common use cases include application modernization, disaster recovery, data analytics and business intelligence, AI/ML model training and inference, IoT platforms, content delivery for media, and scalable web and mobile backends. Public information and official presence AWS maintains an official web presence with extensive documentation, product pages, regional information and contact points on its global website. AWS also publishes India-specific pages and resources to describe local offerings, programs and events. The AWS presence in Karnataka is part of its broader India strategy to serve local customers and partner ecosystems while leveraging global AWS infrastructure and services.

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