Territory Business Development Manager, Startup
hace 4 semanas
Job ID: 2807982 | Amazon Web Services Hong Kong Limited
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.
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
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 sellers to effectively acquire, grow, and retain them long-term on the AWS platform.
As a Startup Business Development Manager, you will help support the growth of your startup customers, servicing their unique needs, engaging with Founders, CxOs, Board of Directors and VC influencers, and teaming with business development, marketing, solution architecture and partner teams to help the execution of coordinated go-to-market strategies.
In this role, you will also establish Amazon Web Services as the key cloud technology provider across the companies you manage, promoting the entire AWS products and services portfolio to Startups Customers. You will be at the heart of latest trends like artificial intelligence (AI), machine learning (ML), serverless and IoT, helping your customers to leverage state-of-the-art technologies on AWS to innovate and become the next disrupters, like today's AirBnB, Slack, DoorDash, and Lyft.
Key job responsibilities Identify key aspects of potential new opportunities, progress opportunities to launch, influence on customer cloud adoption
Develop long-term strategic relationships with responsible accounts
Develop and execute against a comprehensive account/territory plan including outbound calling against established target lists
Create and articulate compelling value propositions around AWS services, develop AWS use case studies
Engage with AWS partners, Solutions Architects to develop business development strategies, extend reach, develop relationships and drive joint success
Possess the technical ability to explain (not implement) Cloud Computing, infrastructure solutions (Server, Storage, Networking, DC Services), Internet architectures (firewalls, load balancers, etc) and Management Tools
Forecast the territory performance per month against quota, cost optimize customers, and maintain a robust sales pipeline and related territory target lists in Salesforce.com
Exceed set business objectives and ensure customer satisfaction
A day in the life
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. For individuals with disabilities who would like to request an interpreter or any support on-site, please inform our team.
BASIC QUALIFICATIONS BA/BS degree required. Masters or MBA a plus.
4 years of technology related business development experience
Native Cantonese speaker and a strong command of English (spoken and written)
PREFERRED QUALIFICATIONS Prior experience working for, or selling to technology startups
Ability to learn, be curious and act independently within a fast-paced multi-task driven environment
Understanding of cloud computing technologies, business drivers and emerging computer trends
Strong interpersonal skills, excellent oral, written and verbal communication skills via the phone, email, video and presentations
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, protected veteran status, disability, age, or other legally protected status.
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