Account Manager, Startups Canada

This job is with Amazon, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly.
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 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.

We are seeking a field Account Manager to manage a sales territory of mature startups in the Toronto area.

In this role, you will develop a territory strategy and account plans that enable you to build and maintain senior customer relationships, prospect for and own opportunities through the full sales cycle, and lead a team of extended internal resources (inside sales, partner team, technical sales) within this fast-paced 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 industry trends and use cases, like Generative AI and startup funding trends, to provide thought leadership and propose AWS-led solutions to help your startup customers achieve their business goals.

To be successful in this role, you need to be passionate about startups and the Canadian startup ecosystem, understand cloud industry trends, and be a self-starter with an entrepreneurial spirit (a builder) who is prepared to work in a fast-paced, hunting environment, execute against ambitious goals, and consistently embrace the Amazon Culture.

Key job responsibilities

• Drive customer adoption of AWS through a well-developed territory plan and detailed account plans that encompass sales and prospecting strategies in a "green field" hunting territory
• 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 some travel to meet in-person with customers for meetings, briefings, and events

About The Team
AWS Global Sales

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.

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 (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

• Bachelor's degree
• 5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
• Experience using Salesforce or other CRM tools
• Experience driving new business in greenfield accounts at the C-suite level or equivalent
• 5+ years of B2B field sales experience

Preferred Qualifications

• Experience building a startup, working with accelerators/incubators, or selling to startup customers

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 for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.