Sales, Marketing and Global Services (SMGS)
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.
Amazon Web Services (AWS) offers a 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. Amazon Internet Services Private Limited (AISPL), the reseller for cloud services in India, is looking for a Senior Startup Account Manager to help drive the growth of high-potential startups in India.
You need to possess passion about Startups, be 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. Your responsibilities will include driving growth and user adoption, migrations and ensuring startups select AWS as their preferred cloud provider in India. You will work closely with counterparts in business development, marketing, solution architecture and partner teams to lead execution of BD plays.
The candidate should have a technical background that enables him/her to drive engagement at the CXO level as well as with software developers and IT architects. The candidate should be an exceptional analytical thinker who thrives in fast-paced dynamic environments and has excellent communication and presentation skills. The candidate should be visioning and executing via collaboration with an extended team to address all startup’s needs.
Key job responsibilities
- Ensure customer success with early and growth stage startups in India
- Drive growth and market share in a defined territory
- Accelerate customer adoption through well-developed BD engagements
- 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 AWS partners to manage joint selling opportunities
- Assist customers in identifying use cases for priority adoption of AWS as well as best practices implementations
- Develop long-term strategic relationships with key accounts.
A day in the life
- Meet startup CXOs and help them ‘Build on AWS’
- Leverage AWS startup programs to support early stage startups to bring idea to market
- Track investments, technology trends; build coverage plans and oversee execution
- Collaborate with cross functional teams such as Sales, VC BD, Solutions Architect, Partners, Marketing
- Ensure high standards and maintain sales pipeline hygiene
About the team
The AWS Startups team partners with startups around the world to build, launch, grow, and help scale their business. We don’t just support startups with cloud infrastructure, but also partner with our startup customers throughout their journey by providing resources to tackle challenges from early stage fundraising to building technical teams and developing startup culture.
About AWS
Diverse Experiences
AWS 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.
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.
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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 in the cloud.
Minimum Qualifications:
- 10+ years of technology experience with a focus on field BD (quota-carrying)
- Experience in working with Startups in identifying, developing, negotiating, and closing large-scale technology deals.
- Experience in positioning and selling technology to new customers and in new market segments.
- Experience in proactively growing customer relationships within an account while expanding their understanding of the customer’s business.
- Excellent verbal and written communications skills.
- Functioned in an environment where they managed an account list in technology which included large growth in net new opportunities.
- Proven track record of consistent territory growth and quota attainment.
Preferred Qualifications:
- BA/BS/B.Tech degree required. Masters or MBA is a plus.
- Understanding of AWS and/or technology as a service (IaaS, SaaS, PaaS) is preferred.
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.
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