Startup Account Manager, West, AWS Startups

ID: 5489

Type: Full-time

Category: Others

Company Name: AWS India - Maharashtra

Location: IND, MH, Mumbai - Mumbai - India

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Job Description

Trusted by more startups around the world, AWS makes the power of cloud computing accessible for all by giving founders everywhere access to the same technology that powers the world’s largest companies. With nearly 20 years of experience gained from supporting hundreds of thousands of startups that have come before, we help founders prove that their world-changing ideas are possible, at any stage of growth or level of funding. This is why more startups, and over 80% of unicorns, build on AWS.

As AWS continues to rapidly grow, we seek a Senior Startup Account Manager to earn trust and help drive growth amongst a set of well-funded, high-potential startups.

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.

The ideal candidate possesses a strong sales acumen, knowledge of the startup ecosystem, a passion for (and familiarity with) AI/ML. You will be working with startups building innovative 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.

Key job responsibilities
- Ensure customer success with early and mid 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.
- Expect moderate travel.

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

- 7+ 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
- Experience developing detailed go to market plans

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 - Maharashtra

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

Company Address: 410 Terry Ave N, Seattle, WA 98109-5210, United States

Amazon Web Services (AWS) is a subsidiary of Amazon.com, Inc. that provides on-demand cloud computing platforms and APIs to individuals, companies and governments on a metered pay-as-you-go basis. AWS delivers a broad set of infrastructure and platform services spanning compute, storage, database, networking, analytics, machine learning, security, developer tools, management and application services. The company’s technology offerings are delivered from a global cloud infrastructure composed of Regions and Availability Zones; AWS also operates a presence in India, including the Asia Pacific (Mumbai) Region (ap-south-1) which serves customers in Maharashtra and across the Indian subcontinent. Company overview and core business activities AWS develops, markets and operates a comprehensive portfolio of cloud computing services that enable customers to run virtually any type of workload in the cloud. Core business activities include providing virtualized compute and container services (for example Amazon Elastic Compute Cloud — EC2, Amazon Elastic Container Service — ECS, Amazon Elastic Kubernetes Service — EKS, and AWS Lambda for serverless compute), object and block storage (Amazon Simple Storage Service — S3, Amazon Elastic Block Store — EBS), relational and NoSQL managed databases (Amazon Relational Database Service — RDS, Amazon Aurora, Amazon DynamoDB), networking and content delivery (Amazon Virtual Private Cloud — VPC, Amazon CloudFront), analytics (Amazon EMR, Amazon Redshift), and a wide range of higher-level services such as machine learning (Amazon SageMaker), Internet of Things (AWS IoT), security and identity services (AWS Identity and Access Management — IAM, AWS Key Management Service — KMS), developer tooling (AWS CodeCommit, CodeBuild, CodePipeline), and management/monitoring solutions (Amazon CloudWatch, AWS CloudTrail). Main products and services AWS’s product portfolio focuses on enabling customers to architect, deploy, secure and operate scalable and resilient cloud applications. Flagship and commonly referenced products include: EC2 (elastic virtual servers), S3 (scalable object storage), RDS/Aurora (managed relational databases), Lambda (event-driven serverless compute), VPC (isolated cloud networks), CloudFront (global content delivery), DynamoDB (managed NoSQL database), EKS/ECS (container orchestration), SageMaker (managed machine learning platform), and a broad set of security, identity, compliance and governance tools. In addition to foundational infrastructure services, AWS offers industry- and workload-specific solutions such as data lakes and analytics stacks, media workflows, HPC (high performance computing), developer and application integration services, IoT platforms and edge computing capabilities. AWS in India and Maharashtra AWS maintains a customer and infrastructure presence in India. The AWS Asia Pacific (Mumbai) Region (ap-south-1) provides cloud infrastructure and services to customers across Maharashtra and the broader Indian market; this region is part of AWS’s global Regions and Availability Zones architecture, designed to provide low-latency access, fault isolation and data residency choices for Indian customers. AWS also supports a local ecosystem through the AWS Partner Network (APN), local training and certification programs, startup support initiatives (for example AWS Activate), developer and education outreach (including AWS Training and Certification and AWS Educate resources), and professional services through both AWS Professional Services and local partners. AWS works with Indian enterprises, startups, public sector entities and educational institutions to enable cloud adoption, migrations, application modernization and data analytics deployments. Enterprise and partner ecosystem AWS serves a broad set of customers from startups to large enterprises and government bodies. The company operates a marketplace (AWS Marketplace) for third-party software and services, runs partner programs to enable consulting and technology partners, and provides professional services and training to accelerate customer cloud adoption. AWS emphasizes shared responsibility for security, provides compliance frameworks and certifications for regulated industries, and offers region-level features to meet local regulatory and data residency requirements. Security, compliance and operational model AWS’s services are designed with a focus on security, operational reliability and scale. The company provides integrated security services such as IAM, encryption key management, logging/auditing and DDoS protection, and publishes compliance programmes and attestations for major global and regional standards. Operational capabilities include multi-region architecture, redundancy through Availability Zones, and a suite of management and monitoring tools to support both real-time operations and long-term governance. Business model and customers AWS operates on a consumption-based pricing model with multiple support tiers, enabling customers to pay for resources used and to scale up or down. Customers leverage AWS for a variety of use cases, including cloud-native applications, lift-and-shift migrations, analytics and big data, machine learning, backup and disaster recovery, and developer/test environments. AWS’s customer base spans startups, large enterprises, public sector organizations and non-profits. Public-facing presence and channels AWS’s principal public presence and technical documentation are available through the company website, which lists global regions, product documentation, pricing, training, partner resources and customer case studies. For customers in Maharashtra and India, AWS publishes region-specific information (such as the Asia Pacific (Mumbai) Region) and provides local sales, support and partner engagement channels. Industry classification AWS is a technology company operating in the cloud computing and enterprise IT services industry. Its offerings are widely used across industries for infrastructure-as-a-service (IaaS), platform-as-a-service (PaaS), and managed service solutions.

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