Startup Nurturing BD, Startup Business Development

About Amazon Web Services Since 2006, Amazon Web Services has been the world’s most comprehensive and broadly adopted cloud. AWS has been continually expanding its services to support virtually any workload, and it now has more than 240 fully featured services for compute, storage, databases, networking, analytics, machine learning and artificial intelligence (AI), Internet of Things (IoT), mobile, security, hybrid, media, and application development, deployment, and management from 105 Availability Zones within 33 geographic regions, with announced plans for 18 more Availability Zones and 6 more AWS Regions in Malaysia, Mexico, New Zealand, the Kingdom of Saudi Arabia, Thailand. Millions of customers—including the fastest-growing startups, largest enterprises, and leading government agencies—trust AWS to power their infrastructure, become more agile, and lower costs. To learn more about AWS, visit aws.amazon.com.
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.

Amazon Web Services came to China in 2013, and has been relentlessly investing and expanding our infrastructure and business since then. Amazon Web Services launched its China (Beijing) Region (operated by Sinnet) in September 2016 and its China (Ningxia) Region (operated by NWCD) in December 2017. In 2019, Amazon Web Services added a new region in Hong Kong, making China the only country with three Amazon Web Services regions aside from the U.S. In 2022, Amazon Web Services launched Local Zone in Taipei. Amazon Web Services has also established an AI lab in Shanghai and two IoT labs in Shenzhen and Taipei. The Amazon Web Services Partner Network has thousands of Partners in China. Amazon Web Services has supported over 10,000 local startups and has provided cloud skills training to over 700,000 talents. Amazon’s first two utility-scale renewable projects—a solar farm and a wind farm—are also generating clean energy to the country’s grid.

Key job responsibilities
We’re inviting you to join our team as Startup Nurturing BD, AWS China to drive the awareness and adoption of the AWS cloud across the startup verticals and hubs in China. Your job is to engage early-stage startups to discover, grow, and keep the top startups in the world on AWS. This will be accomplished in collaboration with business development and field business development counterparts to identify, accelerate, and win business development opportunities with top startup customers and prospects.
The responsibilities for this hybrid business development role include territory strategy planning, direct business development and account management engagement with startup customers to assist with service adoption and cost/architecture optimization needs, and execution of business development activities designed to help AWS's startup customers grow their own businesses.
The ideal candidate will have a proven track record as a technical business development manager in technology industry, possess both a business background that enables you to drive engagement and interact with partners and managers of startup organizations such as venture capital firms, accelerators and incubators, as well as a technical background that enables you to easily interact with early-stage startup founders, software developers and architects. You should think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. A keen sense of ownership, drive, and scrappiness is a must, as is the ability to leverage and motivate AWS’s global organization to achieve high-impact results in tandem.
If you have background as a startup founder, where you’ve built a business, likely raised capital, and experienced the arc of business-building from nothing to something, that will also be a major plus.

General Responsibilities:

- Develop strategies and programs to accelerate growth of high-potential early-stage startups; execute strategic initiatives for AWS, while working closely with key internal stakeholders (business development team, partners, marketing, technical, support, training, etc).
- Understand and actively utilize salesforce.com and other internal Amazon systems to manage reporting, tracking, measuring, analysis, and goal attainment for the Startup BD team.
- Prepare and deliver data-driven reviews to the senior management about progress, achievements, and roadblocks in the early-stage startup business; participate actively in startup community events of all kinds to identify high potential startups and build personal relationship to startup founders and influencers.
business development-Oriented Responsibilities:
- Serve as an Account Manager to high potential early-stage startup customers affiliated with AWS' top accelerator, incubator, and venture capital partners; serve as an escalation point for field business development teams managing startup customers requiring white glove support; identify high potential startups running on competing platforms, develop and execute on migration strategies in partnership with field business development teams; advise field business development teams on startup market trends and strategies to win/accelerate opportunities with startup customers.
- Ensure all high potential startups have full awareness of and access to the resources Startup Business Development, AWS, and Amazon offer (people, programs, credits, etc); identify and engage top startups in Go-To-Market and other partnership-oriented opportunities; increase AWS affinity and drive AWS adoption via engagement in one-to-many startup/founder ecosystem events in the field (AWS-led and 3rd-party, large-scale and intimate).

About the team
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 (gender 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 we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

AWS is committed to a diverse and inclusive workplace to deliver the best results for our customers. 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; we celebrate the diverse ways we work. For individuals with disabilities who would like to request an accommodation, please let us know and we will connect you to our accommodation team.

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BASIC QUALIFICATIONS

- 5+ years of developing, negotiating and executing business agreements experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules

PREFERRED QUALIFICATIONS

- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements

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