Account Manager, Startups

• Do you get excited by the potential of helping Fintech and Web3 Startups scale,
• accelerate, and disrupt the financial ecosystem? As a Senior Account Manager for
• Startups, you will strategically drive cloud adoption within your group of high
• growth startups. In addition to attaining territory revenue objectives, your
• responsibilities will include helping startups adopt key new AWS technologies,
• assist in optimizing their cloud services spend, and driving co-sell strategies.

• The ideal candidate possesses a strong sales acumen, a working knowledge of the
• startup ecosystem, a passion for and familiarity with FinTech and Web3 trends
• and an aptitude for cloud computing that enables compelling engagements with
• startup Founders, financial officers, and IT leadership. You will own sales
• engagements end-to-end and enable successful customer outcomes supported by a
• wide team of specialists ranging from solution architects to AWS technology
• partners. You should be a self-starter who is prepared to develop and execute
• against a territory coverage plan and consistently deliver on quarterly revenue
• targets.

• In order to thrive, you need to be passionate about Startups, be a self-starter
• with a strong entrepreneurial spirit who is prepared to work in a fast-paced,
• often ambiguous environment, execute against goals, and consistently embrace the
• Amazon Culture. You should have a strong understanding of the FinTech segment
• and how startups are using technology to enhance financial services and
• processes for end customers. You will be working with startups building leading
• solutions in the Financial industry , so extensive collaboration with external
• contacts and internal teams will be key to building and executing on an account
• and territory plan to meet and exceed sales quota.

Key job responsibilities

• Demonstrate Customer Obsession by working backwards from FinTech and Web3

startup goals and priorities

• Align and execute on Startup financial metrics
• Drive revenue, market share, and an "all in" mindset in a FinTech and Web3

industry vertical

• Accelerate customer adoption by engaging Founders, CxO, Board of Directors and

VC influencers

• Assist startup business and technical leaders to accelerate the adoption of

AWS services at scale.

• Develop long-term strategic relationships with key FinTech accounts.
• Be a though leader that educates on the compelling value propositions around

AWS services.

• Work with select solution integrators and software partners to extend the AWS

• and account team reach, strengthening the value of your customer’s ‘all-in on
• AWS’ decision and unlocking strategic service adoption.

• Successfully work in a large-scale environment, leading collaboration with AWS

• resources (Solution Architects, Business Development, Marketing, Partners,
• Support, and Service teams) to drive customer solution adoption at scale.

• Develop and execute against a comprehensive FinTech account/territory plan.
• Build and develop programmatic/automated initiatives to engage with startups

at scale.

• Maintain a robust customer pipeline while continuously maintaining high close

rates.

• Meet or exceed revenue and goal targets while elevating the team on Fintech

and Web3 knowledge and go to market motions that are successful.

• Provide monthly reporting communicating business trends and opportunities.

About the team

Work/Life Harmony

• Although work/life balance is crucial and something we strive for at AWS, expect
• moderate travel to customer sites and conferences.

• It isn’t about how many hours you spend at home or at work; it’s about the flow
• you establish that brings energy to both parts of your life. We believe striking
• the right balance between your personal and professional life is critical to
• life-long happiness and fulfillment. We offer flexibility in working hours and
• encourage you to find your own balance between your work and personal lives.

Mentorship and Career Growth

• With a broad mix of experience and tenure, our team is dedicated to supporting
• new team members and building an inclusive environment that celebrates knowledge
• sharing and mentorship.

• We also encourage curiosity and ownership of self-service learning opportunities
• within Amazon Web Services’ internal training and certification resources.

Inclusive Team Culture

• At AWS we embrace our differences. We are committed to furthering our culture of
• inclusion. We have ten employee-led affinity groups, reaching 40,000 employees
• in over 190 chapters globally. Amazon’s culture of inclusion is reinforced
• within our Leadership Principles, which remind team members to seek diverse
• perspectives, learn and be curious, and earn trust. Basic Qualifications: - 5+
• years of direct sales or business development in software, cloud or SaaS markets

selling to C-level executives experience

• 5+ years of business development, partner development, sales or alliances

management experience

• Bachelor's degree, or MBA Preferred Qualifications: - Experience building,

managing and coaching a team in a high-growth environment

• 5+ years of finance technology, forecast & budgeting, or other finance-focused

competency experience

• Experience with partner sales and/or alliance development in the

software/technology industry

• Experience as a founder or executive focused on related segments, or as a

practice leader or business unit owner

• Experience with written and verbal communication and presentation
• Experience in problem solving and delivering results

• Amazon is an equal opportunity employer and does not discriminate on the basis
• of protected veteran status, disability, or other legally protected status.

• Our inclusive culture empowers Amazonians to deliver the best results for our
• customers. If you have a disability and need a workplace accommodation or
• adjustment during the application and hiring process, including support for the
• interview or onboarding process, please visit
• https://amazon.jobs/content/en/how-we-hire/accommodations
• [https://amazon.jobs/content/en/how-we-hire/accommodations] for more
• information. If the country/region you’re applying in isn’t listed, please
• contact your Recruiting Partner.

• 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
• [https://amazon.jobs/en/benefits].

USA, NY, New York - 101,600.00 - 177,800.00 USD annually