Associate Account Executive, Startups

About the role

This is not your typical Sales Development role. Join a growing team at the market leader for cloud services and help shape the future of the North America Sales organization. As an AWS Demand Generation Representative, you will take the lead in unlocking growth potential for both new and existing AWS customers, shaping how technology is deployed to meet critical business challenges.

The Amazon Web Services cloud platform helps companies of all sizes transform and reinvent their businesses. From enabling rapid and individually customized cancer treatments to helping Fortune 500 companies meet their carbon emissions goals, AWS technology powers some of the most innovative solutions to global challenges. With only 5% of all IT spend in the cloud, we are still in the early stages of what is possible.

AWS is growing our Cloud Sales Center (CSC) team to help more companies make the move to AWS. If you are passionate about cloud technology, sales, and driving meaningful impact to a wide variety of customers, this role could be the right fit for your next career move. Our Demand Generation team acts as the flywheel for pipeline and talent within the AWS Global Sales organization, focusing on prospects and customers of all types by generating new business opportunities across thousands of accounts.

Responsibilities

• Work with other sales team members to ensure the opportunity is understood and next steps are clearly defined via demonstrations, discovery, and qualification.
• Utilize product knowledge and internal resources to leverage technical skillsets and meet customers’ needs.
• Achieve all input and output goals including: contacts sourced, leads qualified, customer calls completed, meetings scheduled, and opportunities created.
• Drive net new business via customer acquisition by leveraging one-to-many and one-to-one outbound campaigns in addition to qualifying inbound opportunities from marketing and partner channels.
• Expand services breadth and consumption within your existing customer base via account planning and territory management.
• Accurately track activity and develop pipeline using a CRM (Salesforce), with the ability to leverage self-service reporting tools.
• Innovate new and creative ways to engage with new customers and expand on existing customer relationships.
• Understand the technology footprint, technical challenges, and business objectives that each of your customers faces.
• Conduct high-quality account research and source net new contacts at scale to execute high-volume prospecting, lead qualification, and opportunity generation for your assigned territories.
• Partner closely with Account Teams to develop a deep understanding of the primary industries, accounts, and personas within your territories, developing new relationships across all organizational levels (from technical admins to Line of Business executives).
• Collaborate with internal and external partners to develop and execute comprehensive prospecting plans that identify new customer use cases.
• Use effective communication and technical acumen to uncover and understand critical business issues once engaged with a customer or prospect.

Requirements

• Experience in IT sales.
• Experience navigating prospective accounts from and into a senior executive level to identify new customer opportunities.
• Bachelor's degree or equivalent.

Preferred Qualifications

• Sales or equivalent certification.
• Experience using Salesforce.
• Experience with Microsoft Office products and applications.

About the team

AWS values diverse experiences. Even if you do not meet all of the preferred 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.

Benefits

• Inclusive team culture with employee-led affinity groups fostering a culture of inclusion, including events like Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity).
• Ongoing events and learning experiences to embrace uniqueness.
• Mentorship and career growth opportunities with endless knowledge-sharing and resources to develop into a better-rounded professional.
• Work-life balance with a focus on flexibility to support both professional and personal success.