Sr. Startup Account Manager, AWS Startups Europe

Description

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 of 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) AI/ML. You will be working with startups building innovative 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.

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and unwavering support. We dive deep to understand each customer’s unique challenges, then craft innovative solutions that accelerate their success. This customer‑first approach is how we built the world’s most adopted cloud.

Join us and help us grow.

• 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 and 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 travel

• 10+ years of IT/Tech/Cloud sales experience with a proven track record of reaching and exceeding sales revenue goals selling complex cloud solutions and carrying quota
• Experience building strategic relationships with stakeholders, including communicating and collaborating across teams and functions
• Relationship building – ability to engage C-level founders and CTOs
• Entrepreneurial "builder" mentality, comfortable delivering results amid ambiguity and change
• Fluency in German & English

• MBA, or Master’s degree
• Knowledge of Swiss, Austrian, CEE Startup ecosystems and passion for helping Startups grow
• Additional CEE languages (Polish, Czech, Hungarian, Romanian, etc.) are a strong plus

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…