AWS offers a 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. Amazon Web Services India Private Limited, the reseller for cloud services in India, is looking for an Business Development Representative to help drive the growth of early and high-potential startups in India who are existing customers of the AWS platform.
You need to possess passion about Startups, be a self-starter with a strong entrepreneurial spirit who is prepared to work in a fast-paced, often ambiguous environment, execute against ambitious goals, and consistently embrace the Amazon Culture. Your responsibilities will include driving growth and user adoption, migrations and ensuring startups select AWS as their preferred cloud provider in India. You will work closely with counterparts in business development, marketing, solution architecture and partner teams to lead execution of BD plays.
The candidate should have technical background that enables him/her to drive engagement at the CXO level as well as with software developers and IT architects. The candidate should be an exceptional analytical thinker who thrives in fast-paced dynamic environments and has excellent communication and presentation skills. He/She should be visioning and executing via collaboration with an extended team to address customer’s needs.
Key job responsibilities
• Drive growth and market share in a defined territory
• Develop and execute against a comprehensive account/territory plan for roughly ~300 existing AWS customers.
• Create & articulate compelling value propositions around AWS services
• Assist customers in identifying use cases for priority adoption of AWS as well as best practices implementations
• Accelerate customer adoption by engaging Founders, Customer executives, Board of Directors and VC influencers
• Work with AWS partners to manage joint selling opportunities to efficiently managing medium to high scale of customer engagement across tens or hundreds of existing AWS customers
• Develop long-term strategic relationships with key accounts
A day in the life
* Research and preparation for the day’s customers meetings and calls by reviewing data driven triggers.
* Collaborate with Cross functional teams on pitches, demos and outbound prospecting activities.
* Customer meeting(s) and customer cadence calls
* Stakeholder mapping
* Ensure high standards and maintain SFDC hygiene
* Ensure timely communication with External and Internal stakeholders
* Addressing inbound leads
* Proactive monitoring of customer activity, spotting retention risks and building mitigation plans
About the team
The AWS Startups team partners with startups around the world to build, launch, grow, and help scale their business. We don’t just support startups with cloud infrastructure, but also partner with our startup customers throughout their journey by providing resources to tackle challenges from early stage fundraising to building technical teams and developing startup culture.
• 5+ years of technology experience with a focus on Inside Sales farming BD (quota-carrying) with an ability to handle in-person 1:1 / 1:few interactions
• Experience in working with Startups in identifying, developing, negotiating, and closing medium-scale technology deals.
• Experience in positioning and selling technology to existing AWS customers and often in new market segments.
• Experience in proactively growing customer relationships within an account while expanding their understanding of the customer’s business.
• Proven track record of consistent territory growth and quota attainment
• Excellent verbal and written communications skills
• BA/BS/B.Tech degree required. Masters or MBA is a plus.
• Understanding of SaaS/ISV and E-Commerce vertical and experience in selling to SaaS startups will be an advantage.
• Understanding of AWS and/or technology as a service (Iaas,SaaS,PaaS) is preferred.
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