Amazon Web Services (AWS) offers a complete 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.
Startups, which are primarily born-in-the-cloud now, 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 seller teams to effectively acquire, grow, and retain them on the AWS platform.
As AWS continues to rapidly grow, we seek a Senior Startup Sales District Manager to own, operate and define strategy for the fast growing early, mid, and late stage ISV startups. You will be responsible for building and developing a team of US startup account managers, driving revenue and user adoption, and ensuring new startups select AWS as their primary cloud provider. Your team will also be responsible for driving revenue growth and retention of existing AWS startup customers, as well as migrations to AWS of new startup customers currently running their infrastructure elsewhere.
The district manager will align closely with go-to-market strategy and business development leaders who are driving strategic support, global co-programming, and portfolio engagement to help drive top and middle of funnel outcomes and accelerate seller cycles in the field. You will also work with a cross functional teams in marketing, solution architecture, and business development as well as cross-geo with your counterparts in other countries around the globe to implement a globally consistent coverage model, go-to-market strategy, and goals for the AWS startup business.
You will be at the heart of latest trends like artificial intelligence (AI), machine learning (ML), serverless and IoT. Your customers leverage state-of-the-art technologies on AWS to innovate and become the next disrupters. You are passionate about startups and a self-starter with entrepreneurial spirit (a builder!) who is prepared to work in a fast-paced environment, execute against ambitious goals, and consistently embrace the Amazon Culture.
Key job responsibilities
– Lead a Customer Obsessed business
– Lead the team with engagements with Founders, CxO, Board of Directors and VC influencers
– Ensure customer success with early, mid and late stage startups
– Accelerate customer adoption through well-developed sales engagements and successful GTM Strategy
– Drive revenue and market share while meeting/exceeding revenue targets
– Develop and execute goals to drive long term strategy with startups
– Partner with cross functional teams across Solution Architecture, Business Development, Marketing, Partners, and Training and execute customer acquisition programs and strategies
– Define and drive operational processes and excellence with sales teams
– Identify ways for AWS to add value to startups and help them grow beyond just providing great infrastructure services and support
We are open to hiring candidates to work out of one of the following locations:
East Palo Alto, CA, USA | San Francisco, CA, USA
BASIC QUALIFICATIONS
– 10+ years of technology related sales or sales engineering experience
– 5+ years of sales management experience
– Proven track record building successful teams
– Deep insights into the startup ecosystem, main stakeholders and trends
– A long-term mindset that understands the importance of investing in and adding value to startups early in their lifecycle to earn their trust and loyalty before they become big companies
– BA/BS degree or equivalent progressive leadership experience
PREFERRED QUALIFICATIONS
– MBA/MA/MS degree
– Previous cloud expertise at a technology company
– A technical background in engineering or computer science
– History of working for, or selling to tech startups
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, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $149,600/year in our lowest geographic market up to $278,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. Applicants should apply via our internal or external career site.