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Gestionnaire de District/District Manager, Startups Canada
4 months ago
Canada is the 4th largest Startup ecosystem in the world and 3rd in Generative AI funding. The AWS Startup team in Canada has local coverage across major cities (including bilingual teams in Quebec) with specialized focus on AI, ML, Fintech, ISVs, ClimateTech, and Healthcare and Life Sciences.
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 now, 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.
You will be responsible for building and developing a team of Canadian Startup Account Managers cross-country, driving revenue and user adoption, and ensuring startups have the support they need to scale their growth with AWS as their primary cloud provider. The District Manager will work with cross functional teams in Marketing, Solutions Architecture, and Business Development, as well as cross-geo with your counterparts in other countries, to implement a globally consistent coverage model, go-to-market strategy, and goals for the AWS startup business. You will align closely with go-to-market strategy and business development leaders who are driving strategic support, global co-programming, and portfolio engagement to help drive top and middle of funnel outcomes and accelerate seller cycles in the field.
To be successful in this role you need to be passionate about startups, the Canadian startup ecosystem, and be a self-starter with an entrepreneurial spirit (a builder) who is prepared to work in a fast-paced environment, execute against ambitious goals, and consistently embrace the Amazon Culture.
Alors qu'AWS continue de croître, nous recherchons un directeur de district pour l’équipe des Ventes au Startups Canada afin d’exploiter, de définir et faire sienne une stratégie à travers le pays pour les startups qui sont soit en phase de démarrage, en phase intermédiaire, ou en phase avancée et qui sont prêtes à migrer.
Le Canada est le 4e plus grand écosystème de startups au monde et le 3e en matière de financement de l'IA générative. L'équipe AWS Startup au Canada a une couverture locale dans les grandes villes (y compris des équipes bilingues au Québec) avec un accent pointu sur l'IA, le ML, la Fintech, les éditeurs de logiciels indépendants, la ClimateTech, ainsi que la santé et les sciences de la vie.
Amazon Web Services (AWS) propose un ensemble complet de services infonuagiques qui permettent à toutes les entreprises, des startups aux grandes entreprises, d'exécuter pratiquement tout dans l’infonuagique, y compris les applications mobiles, l'analyse Big Data, les plateformes IA/ML et les microservices/infrastructures sans serveur. Les startups, qui sont désormais principalement nées dans l’infonuagique, représentent un sous-ensemble de clients d'une importance cruciale et croissante pour AWS.
Les startups ont des besoins, des priorités et des trajectoires de croissance uniques, qui les distinguent des entreprises traditionnelles et nécessitent des stratégies d'engagement et des dynamiques de vente différentes de la part des équipes de vendeurs pour les acquérir, les développer et les fidéliser efficacement sur la plateforme AWS.
Vous serez responsable de la constitution et du développement d'une équipe de gestionnaires de comptes de startups canadiennes à travers le pays, de la génération de revenus et de l'adoption par les utilisateurs, et de garantir que les startups disposent du soutien dont elles ont besoin pour étendre leur croissance avec AWS comme principal fournisseur de l’infonuagique.
Le directeur de district travaillera avec des équipes interfonctionnelles dans les domaines du marketing, de l'architecture de solutions et du développement commercial, ainsi qu'avec vos homologues d'autres pays, pour mettre en œuvre un modèle de couverture, une stratégie de mise sur le marché et des objectifs de commercialisation cohérents à l'échelle mondiale.
Vous travaillerez en étroite collaboration avec les responsables de la stratégie de mise sur le marché et du développement commercial qui assurent le soutien stratégique, la co-programmation mondiale et l'engagement du portefeuille pour aider à générer des résultats en début et au milieu du processus de vente et à accélérer les cycles des vendeurs sur le terrain.
Pour réussir dans ce rôle, vous devez être passionné par les startups, l'écosystème canadien des startups, et être autonome avec un esprit entrepreneurial (un bâtisseur ), prêt à travailler dans un environnement en évolution rapide, à exécuter des objectifs ambitieux, et à adhérer constamment à la culture d’Amazon.
Key job responsibilities
- Accelerate customer adoption through well-developed sales engagements and successful go-to-market strategies
- Drive market share while exceeding both revenue and non-revenue goals
- Lead engagement with Founders, CxOs, Board of Directors, and VC influencers
- Partner with internal cross-functional teams across Solutions Architecture, Business Development, Marketing, Partners, and others
- Define and drive operational excellence with sales teams
- Identify ways for AWS to add value to startups and help them grow beyond just providing great infrastructure services and support
- Accélérer l'adoption par les clients grâce à des engagements commerciaux bien développés et des stratégies de mise sur le marché réussies
- Générer des parts de marché tout en dépassant les objectifs de revenus et non-revenus
- Diriger l'engagement avec les fondateurs, les CxO, le conseil d'administration et les influenceurs VC
- Collaborer avec les équipes internes interfonctionnelles dans les domaines de l'architecture de solutions, du développement commercial, du marketing, des partenaires et autres
- Définir et piloter l'excellence opérationnelle avec les équipes commerciales
- Identifier les moyens permettant à AWS d'ajouter de la valeur aux startups et de les aider à se développer au-delà de la simple fourniture de services d'infrastructure et d'assistance de qualité.
About the team
Due to the nature of the role that requires interaction with other Amazon entities globally and with Amazon employees and stakeholders in other provinces in Canada, bilingualism French and English is required for this position
We are open to hiring candidates to work out of one of the following locations:
Montreal, QC, CAN | Toronto, ON, CAN | Vancouver, BC, CAN
BASIC QUALIFICATIONS
- Bachelor's degree or equivalent- Experience using data and trends to articulate business needs or equivalent
- Experience working with a matrixed team of stakeholders to achieve a common goal or equivalent
PREFERRED QUALIFICATIONS
- 5+ years of sales management experience- Experience managing time efficiently, meeting personal goals, and working effectively with internal, partner, and customer teams
Amazon s’engage à créer un milieu de travail diversifié et inclusif. Amazon est un employeur qui offre à tous les mêmes opportunités et ne fait pas de discrimination fondée sur la race, l’origine nationale, le sexe, l’identité sexuelle, l’orientation sexuelle, le statut d’ancien combattant protégé, le handicap, l’âge ou autres statuts protégés par la loi. Les personnes handicapées qui souhaitent présenter une demande d’accommodement, sont invitées à aviser leur recruteur.
