Would you like to own developing and managing relationships with Venture Capital firms in India the third largest start-up ecosystem in the world , and influencing decision making towards utilizing Amazon Web Services as the basis for their portfolio companies’ infrastructure? Do you have the business savvy, the technical insight, relationship development skills and the background necessary to mesh with the startup/VC ecosystem and to help further establish Amazon as the leader in the cloud computing space?
As a business development manager within AWS, you will have the exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon’s cloud computing platform within the Venture Capital community. Your responsibilities will include identifying appropriate VCs to target, driving the necessary business, strategic and technical relationships with the VCs and their portfolio companies to establish new business in those accounts, and to work closely with the AWS sales team drive the day-to-day interactions with the portfolio companies in order to build long-term business opportunity. You’ll also work closely with AWS strategic corporate development, business development, product management and marketing teams on strategic initiatives that tie in to the startup community.
The ideal candidate will possess both a business background that enables them to drive an engagement and interact with senior partners at Venture Capital firms and CxOs and founders of startups, as well as a technical background that enables them to easily interact with software developers, engineers and architects. He/she should also have a demonstrated ability to 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.
Key job responsibilities
• Serve as a key member of the Business Development team in helping to drive overall AWS market and technical strategy.
• Identify key VCs with portfolio companies that have infrastructure needs, and drive engagement with those organizations.
• Execute the strategic business development plan while working with key internal stakeholders (e.g. sales teams, marketing, legal, support, etc.).
• Work closely with the VCs and their portfolio companies to ensure they are successful using our web services, making sure they have the technical resources required.
• Understand and exploit the use of salesforce.com and other internal Amazon systems.
• Implement and manage reporting systems to track the effectiveness of the efforts to target the companies in the portfolios of Venture Capital firms.
• Prepare and give business reviews to the senior management team regarding progress and roadblocks to establishing new engagements.
• Experienced with account management (Enterprise, SMB and startup) and solution selling ability
•Some relevant technical knowledge is helpful, such as: database systems, core distributed computing concepts, fundamentals of cloud computing and virtualization, storage systems, content delivery networks (CDNs) etc. with ability to go deep enough on technical aspects to differentiate between varied data storage services.
.Travel required
A day in the life
n the daily routine of a VC BD Manager , the focus is on evaluating startups that have received funding, establishing connections with investors who have supported these startups, and nurturing relationships with key investors in the region. The goal is to have these investors recommend startups for early adoption on AWS. Additionally, the VC BDM collaborates closely with startups in their early stages, showcasing the benefits of AWS services, providing support, and facilitating their growth. This involves conducting workshops on cloud architecture, assisting with AWS startup programs, and enhancing their outreach to prospective customers.
About the team
The VC BD team consists of founders, investors, and individuals immersed in the startup ecosystem. Their extensive connections with founders and investors enable them to grasp the dynamics of the investing ecosystem. With experience as founders or VCs, they possess a deep understanding of the system and empathize with founders. They are well-versed in startup Jargon such as seed investment, series A, and series B, hence are able to converse with founders and investors. This enables them to offer valuable strategic insights to the sales team.
- 10+ years’ experience as a CXO or member of the senior management team in a startup, or equivalent experience in enterprise or venture capital roles. · General management experience across strategy, product, sales/marketing, operations and finance.
- Knowledge of core cloud computing concepts, including compute, storage, networking, databases, analytics and higher order services, including serverless, IoT and machine learning. Ability to go deep enough on technical aspects to differentiate among various AWS services and provide insights at the CXO level.
- Proven ability to build trust and bond at the CXO level of the most promising startups in the world. · Demonstrated ability to execute as an individual contributor in the face of ambiguity and limited resources. · Experience working effectively and cross-functionally within a large organization. · Excellent verbal and written communications skills, at the level of Fortune 500 C-level and board communications.
- Experience with account management, relationship management and solution selling
- Demonstrated ability to work effectively across internal and external organizations.
- MBA or equivalent executive level experience