Account Manager, Startups

Amazon Inc.; San Francisco (CA); On-site; USD 102,000 - 178,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Paid time off

Parental leave

Job summary

Amazon Web Services, Inc. in San Francisco seeks a Startup Account Manager to drive growth among high-potential startups.

You will lead cross-functional initiatives with product, sales, and partner teams to deliver compelling AWS solutions and outcomes. You will engage founders and C-suite executives, shape territory plans, and strive to exceed quarterly revenue targets while advancing startup innovation and cloud adoption.

Qualifications

• Bachelor's degree or BS degree.
• Navigate complex sales motions across cybersecurity sub-categories.
• Partner with internal and external stakeholders including C-suite executives and investors.
• Develop and execute account strategies for cybersecurity ISVs at various growth stages.
• Contribute to scalable frameworks for cybersecurity customers globally.

Responsibilities

• Ensure customer success with early and mid stage startups.
• Drive revenue and market share in a defined territory or industry vertical.
• Accelerate customer adoption through tailored sales engagements and GTM strategies.
• Meet or exceed quarterly revenue and goal targets.
• Develop and execute comprehensive account/territory plans.
• Create compelling value propositions around AWS services.
• Engage founders, executives and VC influencers to accelerate adoption.
• Work with partners to extend reach and drive adoption.
• Develop long-term strategic relationships with key accounts.
• Expect moderate travel.

Skills

Startup sales

Cybersecurity

C-suite engagement

Account strategy

Cross-functional collaboration

Education

Bachelor's degree

Tools

CRM software

Job description

Job ID: 10586410 | Amazon Web Services, Inc.

Trusted by more startups around the world, AWS makes the power of cloud computing accessible for all by giving founders everywhere access to the same technology that powers the world’s largest companies. With nearly 20 years experience gained from supporting hundreds of thousands of startups that have come before, we help founders prove that their world-changing ideas are possible, at any stage of growth or level of funding. This is why more startups, and over 80% of unicorns, build on AWS.

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.

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.

The ideal candidate possesses strong sales acumen, knowledge of the startup ecosystem, and a passion for (and familiarity with) Cybersecurity. You will be working with startups building innovative solutions, so extensive collaboration with both external and internal teams will be key to build and execute on plans to meet and exceed sales quota. Your responsibilities will include driving revenue, accelerating innovation through service adoption, and ensuring these startups select AWS as their primary cloud provider. You will work closely with product and service teams, business development, marketing, solution architecture and partner teams to drive customer outcomes.

Key job responsibilities

• Ensure customer success with early and mid 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.
• Expect moderate travel.

About the team

Diverse Experiences

Amazon 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.

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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

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 (diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship and 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.

Basic Qualifications

• Bachelor's degree, or BS degree
• Navigate complex sales motions across emerging cybersecurity sub-categories driven by new attack vectors, vulnerabilities, and shifting market dynamics
• Partner with internal cross-functional teams and external stakeholders - including C-suite executives and investors - to deliver programs that accelerate customer success
• Develop and execute account strategies that address the unique needs of cybersecurity ISVs at various stages of growth
• Contribute to scalable frameworks and playbooks that can be extended to cybersecurity customers globally

Preferred Qualifications

• 5+ years of technology sales experience with a focus on cybersecurity
• Background working with venture-backed startups or within the startup/VC ecosystem
• Experience managing high-quota portfolios with aggressive year-over-year growth targets
• Deep understanding of the cybersecurity landscape - including market segmentation, emerging threat categories, and how startups build and scale security products
• Familiarity with cloud infrastructure and how cybersecurity companies build and deliver solutions at scale
• Proven ability to operate autonomously, exercise sound business judgment, and influence senior leaders across functions and geographies

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location.

USA, CA, San Francisco - 101,600.00 - 177,800.00 USD annually

• health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage)
• 401(k) matching
• paid time off
• parental leave