As a Senior Account Manager for Startups at Amazon Web Services (AWS) Brazil, you will be the strategic lead responsible for driving cloud adoption within a group of stellar startups at the forefront of machine learning development. AWS offers a complete set of cloud services that enable all companies, from startups to enterprises, to run virtually everything in the cloud, including application development, model training, big data analytics, and AI/ML platforms.
Startups, represent a critically important subset of customers to AWS. These companies have unique needs, technical considerations, sales cycles, and growth trajectories that distinguish them from traditional companies. These businesses require different engagement strategies and sales motions from sellers to effectively acquire, grow, and retain them on the AWS platform long-term. As AWS continues to rapidly grow, we seek a Startup Account Manager to earn trust and help drive growth amongst a set of well-funded, high-potential startups.
The ideal candidate possesses a strong sales acumen, knowledge of the startup ecosystem, a passion for (and familiarity with) machine learning trends. You will be working with startups building the most advanced AI and ML solutions, so extensive collaboration with external contacts and internal teams will be key to build and execute on plans to meet and exceed sales quota. Your responsibilities will include driving revenue, crafting partnerships, accelerating innovation through service adoption, and ensuring these 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.
Candidates will be working with startups building the most advanced AI and ML solutions and should have a good understanding of machine learning technologies and how startups are using them to enhance services and processes for end customers. The ideal candidate will have 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 job responsibilities
• Ensure customer success with early, mid and late-stage startups
• Drive revenue growth 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.
• Successfully work in a large-scale environment, leading collaboration with AWS resources (Solution Architects, Business Development, Marketing, Partners, Support, and Service teams) to drive customer solution adoption at scale.
• Expect moderate travel.
Basic Qualifications
- 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
- Bachelor's degree or equivalent
Preferred Qualifications
- Experience with sales CRM tools such as Salesforce or similar software- Experience in engineering, computer science, or MIS
- Experience driving new business in greenfield accounts at the C-suite level or equivalent
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