Manager, Startup Nurturing BD

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
Are you thrilled about the prospect of engaging with numerous startup companies on a daily basis? Are you excited about connecting with CXOs of these startups, assisting them in their journey of experiencing AWS services, and supporting their success throughout the entrepreneurial process? If so, we have an exciting opportunity for you to own and manage relationships within the vibrant and rapidly growing startup ecosystem of the Greater China Region.
We are seeking a skilled and motivated individual to join our team as a Manager, responsible for driving the entire customer onboarding process on AWS, from initial activation to long-term success. In this role, you will be responsible for selling AWS services and driving increased service adoption, as well as focusing on increasing customer stickiness and driving long-term revenue contributions.
Your main responsibilities will include providing comprehensive offerings and solutions to empower customers in achieving their long-term objectives. You will also play a crucial role in providing valuable insights and observations during the nurturing stage, ensuring that customers receive the necessary support and guidance for their ongoing success.
As a Manager, you will collaborate closely with cross-functional teams, including sales, marketing, and technical teams, to develop and execute strategies that optimize customer onboarding and drive customer satisfaction. Your deep understanding of AWS services, exceptional leadership skills, and ability to effectively communicate with stakeholders will be key in achieving the team's goals and promoting customer success.
If you are passionate about driving customer adoption, delivering exceptional customer experiences, and contributing to the growth of AWS, we invite you to apply for this exciting opportunity. Join us in our mission to empower customers and help them achieve their full potential on AWS.
KEY RESPONSIBILITES
You will be leading a team with responsibilities focused on both sales and business development.
- Sales-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 sales 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 sales teams. Advise field sales teams on startup market trends and strategies to win/accelerate opportunities with startup customers.

- Business Development-Oriented Responsibilities: 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).

- GENERAL RESPONSIBILITIES: Lead a team in charge of guiding Startup customers on their AWS journey, from initial adoption to successful utilization. The primary objective is to assist these Startup clients in effectively adopting AWS services, while also identifying GTM opportunities and leveraging Amazon's resources to drive their business growth. 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, SA team, partners, marketing, technical, support, training, etc). Prepare and deliver data-driven reviews to the senior management about progress, achievements, and roadblocks in the early-stage startup business. Establish an account review process using a mechanism-building approach to ensure effective engagement with our top Startup clients. Through regular assessments, you will proactively address any engagement issues and strengthen relationships with our key Startup customers. Provide valuable insights and observation during the nurturing stage.

A day in the life
A DAY IN THE LIFE
As Sr. Manager of Startup Nurturing BD, the focus is on identifying high-potential Startup customers and driving their adoption of AWS. You will be responsible for encouraging these customers to utilize a wider range of AWS services and solutions while assisting them in identifying Go-To-Market (GTM) opportunities. In this role, you will lead a team in developing an Account Management strategy and coverage model, with the goal of scaling successful case studies. You will also serve as a liaison between the customers and relevant departments, ensuring that any issues or challenges they face while using AWS are effectively communicated and addressed. Additionally, you will guide your team in summarizing business insights to enhance the overall efficiency of the Startup Team in acquiring new customers and fostering customer growth. Through data-driven analysis and strategic thinking, you will empower the team to optimize their approaches and deliver outstanding results.

About the team
ABOUT THE TEAM
The GCR Startup BD team consists of BD with experience as founders, investors, or startup enabler. Their extensive connections with founders, investors, Accelerators, and Incubators enable them to grasp the dynamics of the investing and startup ecosystem in the Greater China Region. With experience as founders, VCs, or within Accelerators/Incubators, they possess a deep understanding of the system and empathize with entrepreneurs. They are well-versed in startup jargon such as seed investment, series A, and series B, enabling them to converse effectively with stakeholders across the ecosystem. This allows them to offer valuable strategic insights to the sales team.

We are open to hiring candidates to work out of one of the following locations: Beijing, China

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

BASIC QUALIFICATIONS
- 10+ years of relevant experience in cloud or account management, with a proven track record of managing high performing teams and projects.
- 5+ years in hiring and developing people/team, proven track-record as team manager in fostering key client relationships and hitting quotas/targets.
- Experience in business development/sales/consulting (top-tier firm), preferably in the technology, cloud or industry sectors. Success managing dynamic account portfolios.
- Excellent written and verbal communication skills with the ability to persuade, convince and explain complex concepts up to Key Stakeholders. Ability to juggle multiple priorities and make things happen in a fast-paced, dynamic environment; bias for action.
- Good balance between strategic/analytical skills and operational execution. University Degree required.

PREFERRED QUALIFICATIONS

PREFERRED QUALIFICATIONS
- Experience with and knowledge of the VC community/ecosystem, Accelerators, Incubators, and startup entrepreneur community in the Greater China Region.
- Experience as a startup founder, investor, or within an Accelerator/Incubator in the Greater China Region.
- Experience with account management, relationship management, or technical sales.
- MBA or a technical graduate degree.

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