Cloud Sales Representative, Startups

DESCRIPTION

Trusted by more startups around the world, AWS makes the power of cloud computing accessible for all. We give 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, the AWS Startups team helps founders prove that their world-changing ideas are possible, at any stage of growth, and any level of funding. This is why more startups, and over 80% of unicorns, choose to launch on AWS.

AWS continues to rapidly grow and we seek a Cloud Sales Representative to earn trust and help drive growth with well-funded and high-potential startups.
In this fast-moving business, the core responsibility is to ensure that new and high-potential startups choose AWS as their cloud platform to transform and accelerate their business. We work backwards from the customer and partner with technical team members, business development, and stakeholders to lead scaled Go-to-Market strategies, accelerate adoption and drive customer success.

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 emerging 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 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.

About the team
AWS Global Sales

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and consistent support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.

About AWS

Diverse Experiences

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.

Inclusive Team Culture

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & 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.

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 we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

BASIC QUALIFICATIONS
- 5-8 years of technology related sales, business development, sales engineering/consulting or equivalent experience.
- Extensive customers or pre-sale experience in B2B environments, preferably in a solution-selling / technology-related environment.
- Strong analytical and project management skills and experience working with cross-functional teams.
- Bachelor’s Degree or equivalent.

PREFERRED QUALIFICATIONS
- Profound insights into the startup ecosystem, the main stakeholders and trends.
- Passion for startups and entrepreneurial mentality and history of working for, or selling to tech startups.
- Previous experience in Sales, Marketing and/or Business Development.
- Startup Founder/ Startup operating experience in business development, venture capital, or in leadership roles.
- Experience with sales CRM tools such as Salesforce or similar software

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Aust