Senior Account Manager - hypergrowth customers, Startup/Scaleup's ANZ

at  Amazon Web Services New Zealand Limited

• 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
• 10+ years of business development, partner development, sales or alliances management experience
  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 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 now primarily born-in-the-cloud, 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 sellers to effectively acquire, grow, and retain them long-term on the AWS platform.
  As AWS continues to rapidly grow, we seek an Startup Account Manager to help drive the growth of high-potential startups across NZ. Your responsibilities will include driving revenue and user adoption, migrations, and ensuring new startups build on 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.
  You will be at the heart of latest trends like GenAI, 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, like today’s AirBnB, Slack, DoorDash, and Lyft. You are passionate about startups, 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.
  Key job responsibilities
  Ensure customer success with mid and late 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.
  Ensure customer satisfaction.
  A day in the life
  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 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.
  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.
  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.

• Knowledge of software development practices and data center/infrastructure/networking technologies
• Experience in solution selling to technical buyers

Please refer the Job description for details