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.
BASIC QUALIFICATIONS
- We're looking for an Account Manager to join our Cybersecurity-focused team supporting top-tier portfolio companies in the startup ecosystem. As security becomes increasingly critical in the age of generative AI, this role will serve as a strategic advisor to high-growth cybersecurity startups backed by leading venture capital firms.
- What You'll Do
- Own and manage relationships with 20+ high-growth cybersecurity startups, driving revenue growth and deepening engagement across a dynamic, fast-evolving market
- 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
- 10+ 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
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. Amazon also offers comprehensive benefits including 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, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, CA, San Francisco - 157,100.00 - 212,600.00 USD annually
