Principal Account Manager, GenAI Startups
DESCRIPTION
Are you interested in helping to shape the era of Artificial Intelligence (AI)? AI is transforming entire industries and fundamentally changing the way we live and work. AWS is the place where organizations can build AI technology securely, responsibly, and with confidence. AWS is positioned at the forefront of Generative AI (GenAI) with the deepest set of services and features as the leader in cloud. AWS is seeking an experienced Principal Account Manager to lead and continue to expand the business with strategic GenAI startups.
The Principal Account Manager will be a key member of the team responsible for providing business leadership and creative direction for this fast-paced and evolving technology working with strategic GenAI startups. You will build and maintain broad relationships in the account, develop and manage opportunities, and lead a large team of extended resources. You will define an exec relationship strategy within the account, including building a strong working relationship with the AWS senior leadership team for executive sponsorship, executive business reviews, and shaping go-to-market opportunities.
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. 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.
The ideal candidate possesses a strong sales acumen, knowledge of the startup ecosystem, a passion for (and familiarity with) machine learning trends. You will be working with startups building innovative AI and ML 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.
Candidates will be working with startups building AI and ML solutions and should have a good understanding of machine learning technologies and how startups are using them to enhance services and processes for end customers. The ideal candidate will have 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 early, 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.
* 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.
* Expect moderate travel.
BASIC QUALIFICATIONS
* 10+ 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
PREFERRED QUALIFICATIONS
- Experience with machine learning, AI, or GenAI/LLM in a business development/partner capacity.
- Deep understanding of GenAI market landscape, ecosystem, and ability to articulate technology and value proposition
- Experience driving partnerships and developing joint go-to-market strategies with AI/ML model providers or ISV/SaaS companies
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