Startup Account Manager, ASEAN Startups

About AWS and Role Context

AWS empowers startups globally by enabling access to the same cloud technology utilized by top enterprises. With nearly two decades of experience supporting startups at every stage, AWS underpins over 80% of unicorn companies worldwide. To continue scaling this success, we seek a Startup Account Manager focused on high-potential, well-funded startups across the ASEAN region. This role demands understanding unique startup needs, technical architectures, sales approaches, and growth patterns distinctive from traditional enterprises.

Key Responsibilities

• Ensure success for early and mid-stage startups in ASEAN by supporting their cloud adoption and growth.
• Drive revenue growth and increase AWS market share within a defined geographic territory or sector.
• Facilitate faster customer adoption via strategic and well-structured sales engagements and go-to-market plans.
• Meet and surpass quarterly revenue and performance objectives.
• Design and implement detailed account and territory plans to effectively manage existing and prospective customers.
• Craft and communicate compelling value propositions highlighting AWS’s product and service benefits.
• Engage with startup founders, C-level executives, board members, and venture capital influencers to accelerate AWS uptake.
• Collaborate with partners to expand reach and boost adoption of AWS services.
• Build and nurture long-term strategic relationships with key accounts to ensure sustained growth.
• Willingness to undertake moderate travel as required by business needs.

Working Environment and Culture

AWS values diverse and nontraditional career paths and encourages applicants from varied backgrounds. The company fosters a balanced approach between work and home life, providing flexible work arrangements. AWS promotes an inclusive culture enriched by employee-led affinity groups and ongoing diversity programs, such as the Conversations on Race and Ethnicity and gender diversity events. Employees benefit from ample mentorship, continuous learning opportunities, and resources aimed at career development.

Minimum Qualifications

• Bachelor's degree or equivalent in Mathematics, Engineering, Science, Business, or related fields.
• At least 7 years of direct sales or business development experience in software, cloud computing, or SaaS industries, with a focus on engaging C-level executives.
• A minimum of 7 years’ experience in business development, partner management, sales, or alliance roles.

Preferred Qualifications

• BA or BS degree in a relevant discipline; an MBA is advantageous.
• Over 5 years of demonstrated success in building and managing profitable partner networks.
• More than 9 years of overall experience in go-to-market strategies, business development, sales, or consulting sectors.

Additional Information

AWS offers accommodations for applicants with disabilities throughout the recruitment process. The company is committed to ensuring equal opportunity and supporting candidates’ specific needs for interviews and onboarding.