Would you like to be part of a team focused on increasing adoption of AWS by startups in the incredibly innovative and fast-moving space of GenAI? Do you have a passion for generating new business? Do you have the technical background necessary to help establish Amazon as a key technology platform provider?
Startups, which are now primarily born-in-the-cloud, represent a critically important and growing subset of customers to AWS. Startups have unique needs, priorities, and growth trajectories that distinguish them from traditional businesses and require different engagement strategies and sales motions from sellers to effectively acquire, grow, and retain them long-term on the AWS platform.
As AWS continues to grow, we seek a Startup Account Manager to engage EMEA GenAI startups. As a Startup Account Manager, you will help acquire new startups in this exciting space, drive complex engagements/transactions and ultimately the growth of your customers, servicing their unique needs. This role will involve frequent engagement with Founders, CxOs, Board of Directors and VC influencers, as well as teaming with specialist business development, solution architecture and senior commercial and WWSO stakeholders to lead execution of coordinated go-to-market strategies to acquire and win these startups.
In this role, you will be responsible for identifying, acquiring and managing high-potential GenAI startups. You will lead complex deal shaping and customer engagement to drive a high win rate of such customers on AWS and growing their revenue footprint with us. You will be required to understand, articulate and drive complex discussions on AWS’ latest technology offerings in this space within an intensely competitive market and under significant time pressure. You will need to demonstrate experience in commercial deal shaping and closure, GTM differentiation/execution and working across senior, complex customer and internal stakeholders. You will be a self-starter who is prepared to work in a fast-paced, often ambiguous environment, execute against ambitious goals, and consistently raise the Amazon bar.
Key job responsibilities
Your responsibilities will include
• GenAI customer management, identification and acquisition
• Value proposition-based customer selling (create & articulate compelling value propositions around AWS services to differentiate in a competitive landscape)
• Commercial deal shaping, pricing, negotiation and closure
• Complex objection and approval handling
• Drive pipeline and deal velocity across a territory of GenAI customers
• Drive revenue and market share in a defined territory or industry vertical (GenAI)
• Meet or exceed revenue, deal and goal targets
• Develop and execute a comprehensive account/territory plan to manage and grow numerous accounts concurrently
• Accelerate customer adoption of AWS GenAI services
• Maintain a robust sales pipeline
• Work with partners to extend reach & drive adoption
BASIC QUALIFICATIONS
• IT/Tech/Cloud sales experience in closing new business and carrying quota
• Proven track-record of consistent customer growth and quota achievement in IT sales
• Knowledge of GenAI Startup landscape and passion for helping startups grow
• Entrepreneurial “builder” mentality
• Excellent verbal and written communication skills
• Comfortable delivering results amid ambiguity and change
• Experience in GenAI + AIML services and commercial transactions is essential
PREFERRED QUALIFICATIONS
• Experience selling cloud solutions at a technology company
• Knowledge of core cloud computing concepts including compute, storage, database and higher order capabilities like microservices, analytics, serverless and machine learning
• MBA/MA/MS degree or relevant experience.
• A technical or educational background in engineering, computer science
• History of working for, or selling to tech startups
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