Account Manager, SMB Ramping

As an Account Manager on the Amazon Web Services (AWS) team, you will act as the CEO of your territory, diving deep to understand geography and industry nuances to conceptualize and execute a comprehensive go-to-market strategy for acquiring new customers. You will engage C-level decision makers, develop relationships across all levels within accounts, and leverage your technical and business acumen to become a trusted advisor to companies across industries such as Financial Services, Media & Entertainment, Retail, Manufacturing, and Healthcare.

Responsibilities

• Achieve all output goals including annual revenue quota, number of new customers and new workloads, and input goals such as pipeline creation, progression, and launch.
• Drive net new business via customer acquisition through one-to-many and one-to-one outbound campaigns, as well as qualifying and progressing inbound opportunities from marketing and partner channels.
• Expand services breadth and consumption within your existing customer base via account planning and management.
• Understand the technology footprint, technical challenges, and business objectives of each customer.
• Accurately track activity and forecast pipeline and sales targets in CRM (Salesforce) using self-service reporting tools.
• Manage full enterprise sales cycles including prospecting, demos, discovery, building technical and business cases, negotiating, and closing deals.
• Build and manage cross-functional internal teams including Demand Generation, Partner, and Solutions Architects to meet customer needs.
• Leverage the regional consulting and technology partner ecosystem to acquire new customers and accelerate service adoption and revenue.
• Innovate new and creative ways to help Greenfield customers adopt the cloud across regions and support the broader rollout of effective sales plays.

Requirements

• Bachelor's degree or equivalent experience in a relevant field.
• 4+ years of experience managing multi-stakeholder conversations across technical and business decision-makers, with the ability to drive consensus and maintain momentum through complex sales cycles.
• Experience using AI to build solutions, develop strategy, and scale impact.

Preferred Qualifications

• Experience in identifying a customer need, building a product to meet that need, and launching that product.
• Experience in data analysis, with the ability to interpret and draw insights from data to inform decision-making processes.
• Strong verbal and written communication skills.
• Track record of top performance in a new business acquisition role where the majority of activity was contact acquisition, cold calling, and outbound email prospecting.
• Technical B2B sales experience, ideally in a solution-sales or technology-related environment.
• Proven excellence in a consultative/solution selling environment.
• Ability to work collaboratively in a fast-paced, matrixed team environment.
• A passion for technology and a point of view on its trends and future implications.
• Comfortable operating in ambiguity amid technology and market shifts.

Pay

Base salary ranges:

• USA, TX, Austin: $92,400.00 - $160,000.00 USD annually
• USA, VA, Arlington: $92,400.00 - $160,000.00 USD annually
• USA, WA, Seattle: $92,400.00 - $160,000.00 USD annually

Benefits

• Sign-on payments, restricted stock units (RSUs), and sales incentives.
• Health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance, and optional supplemental life plans).
• Employee Assistance Program (EAP), Mental Health Support, and Medical Advice Line.
• Flexible Spending Accounts.
• Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off and parental leave.

Learn more about our benefits at amazon.jobs/en/benefits.