Startup/Scaleup Account Manager

4 days ago

Melbourne, Victoria, Australia Amazon Web Services Australia Pty Ltd Full time

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

As AWS continues to rapidly grow, we seek an Startup Account Manager to help 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 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.

You will be at the heart of latest trends like GenAI, 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 AirBnB, Slack, DoorDash, and Lyft. You are passionate about startups, 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.

**Roles & Responsibilities**:

- 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 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.
- Ensure customer satisfaction.
- Expect moderate travel.

Melbourne, VIC, AUS | Sydney, NSW, AUS
- 5+ years of building profitable partner ecosystems experience
- Experience developing detailed go to market plans

**Acknowledgement of country**:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

**IDE statement**:
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, disability, age, or other legally protected attributes.

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