Account Manager - Hypergrowth, Startup/Scaleup's ANZJob ID: 2811078 | Amazon Web Services Australia Pty Ltd
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 represent a critically important and growing subset of customers to AWS, with unique needs that require different engagement strategies and sales motions.
As AWS continues to grow, we seek a Startup Account Manager to drive the growth of high-potential early, mid, and late stage startups. Your responsibilities will include driving revenue and user adoption, migrations, and ensuring new 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 be at the heart of the latest trends like GenAI, machine learning (ML), data/analytics, and many other hypergrowth services. Your customers leverage state-of-the-art technologies on AWS to innovate and become the next disrupters. You are passionate about startups and scaleups, a self-starter with 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 ResponsibilitiesManage a set of startups/scaleups customers, with an account set of approx. 100 customers that need support to help them scale and grow.Ensure customer success with 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 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.Ensure customer satisfaction.Expect moderate travel.BASIC QUALIFICATIONS5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives, or 5+ years of business development, partner development, sales or alliances management experience.
PREFERRED QUALIFICATIONSExperience developing detailed go-to-market plans and territory plans; ability to use data to make informed decisions on prioritisation; experience using industry standard sales tools.
Posted: September 25, 2024
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