Account Manager, Startups, Startups Canada
DESCRIPTION
Would you like to work with the most exciting and innovative Startups in Canada?
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 seller teams to effectively acquire, grow, and retain them on the AWS platform.
Canada is the 4th largest Startup ecosystem in the world and 3rd in Generative AI funding. The AWS Startups team in Canada has local coverage across major cities (including bilingual teams in Quebec) with specialized focus on AI, FinTech, ISVs, ClimateTech, and Healthcare and Life Sciences.
We are seeking a Senior Account Manager to manage National coverage for a set of approximately 30 B2B and B2C Startups.
In this role, you will develop a territory strategy and account plans that enable you to build and maintain senior customer relationships, develop and manage sales opportunities, and lead a team of extended resources within this fast-past and evolving customer set. You will maintain a strong working relationship with the AWS senior leadership team to support initiatives with your customers. You will apply your knowledge of evolving industry and startup ecosystem trends to provide thought leadership and AWS-led solutions to help your Startup customers grow and scale.
To be successful in this role you need to be passionate about startups, the Canadian startup ecosystem, and be a self-starter with an 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
- Accelerate customer adoption of AWS through a well-developed territory plan and detailed account plans that encompass sales and go-to-market strategies
- Drive market share while exceeding both revenue and non-revenue goals
- Lead engagement with Founders, CxOs, Board of Directors, and Venture Capital influencers
- Partner with internal cross-functional teams across Solutions Architecture, Business Development, Marketing, Partners, and others
- Identify ways for AWS to add value to your startups and help them grow beyond just providing great infrastructure services and support
- Work with Partners to extend reach and drive adoption.
- Develop long-term strategic relationships within your accounts
- Ensure customer satisfaction
- Expect moderate travel across Canada to meet in-person with customers, and to the U.S. for briefings and events
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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.
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 & 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.
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.
BASIC QUALIFICATIONS
- 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
- Bachelor's degree or equivalent
PREFERRED QUALIFICATIONS
- Experience driving new business in greenfield accounts at the C-suite level or equivalent
- Experience with sales CRM tools such as Salesforce or similar software
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, disability, age, or other legally protected status. If you would like to request an accommodation, please notify your Recruiter.
The base salary for this position ranges from $91,600/year up to $153,100/year. Salary is based on a number of factors and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. 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. Applicants should apply via our internal or external career site.