Sr. Account Manager, Startups Life Sciences

DescriptionAmazon Web Services (AWS) offers a complete 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.Startups, which are now primarily born-in-the-cloud, represent a critically important and growing subset of customers to AWS. Funding for healthcare and life science (HCLS) startups has broken records since 2015, as 2 out of every 5 IPOs have been healthcare or life science companies.The healthcare and life science industries possess countless opportunities for innovation and disruption. These companies have unique needs, regulatory considerations, sales cycles, and growth trajectories that distinguish them from traditional companies. These businesses require different engagement strategies and sales motions from sellers to effectively acquire, grow, and retain them long-term on the AWS platform.As AWS continues to rapidly grow, we seek a US HCLS Startup Account Manager to earn trust and help drive the growth of high-potential early, mid, and late stage startups.Your responsibilities will include driving revenue, crafting partnerships, accelerating science, and ensuring new LS startups select AWS as their primary cloud provider. You will align closely with LS counterparts in business development, marketing, solution architecture and partner teams to lead execution of coordinated go-to-market strategies and sales plays. You will also work closely with business development teams who are driving strategic support, global co-programming, and portfolio engagement to help drive top-of-funnel customer acquisition and accelerate seller cycles in the field.You will be at the heart of the latest sub-industry trends like genomics, medical imaging, drug discovery, medical devices, and health technology. Your customers will leverage state-of-the-art technologies on AWS to innovate and become the next global HCLS influencers like today's Illumina, Novartis, Bristol-Myers Squibb, and Cerner.You need to possess passion about life sciences, 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.Key job responsibilities- Ensure customer success with early, mid and late stage startups- Drive revenue and market share in a defined territory or industry vertical- Accelerate customer adoption through well-developed sales engagements and successful GTM Strategy- Meet or exceed quarterly revenue and goal targets.- Develop and execute against a comprehensive account/territory plan.- Create & articulate compelling value propositions around AWS services.- Accelerate customer adoption by engaging Founders, CxO, Board of Directors and VC influencers- Work with partners to extend reach & drive adoption.- Develop long-term strategic relationships with key accounts.- Ensure customer satisfaction.- Expect moderate travel.A day in the lifeAbout the teamDiverse ExperiencesAmazon 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, hasnt followed a traditional path, or includes alternative experiences, dont let it stop you from applying.Why AWSAmazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.Work/Life BalanceWe value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, theres nothing we cant achieve in the cloud.Inclusive Team CultureHere at AWS, its 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 and Career GrowthWere continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.Basic Qualifications- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience- 10+ years of business development, partner development, sales or alliances management experiencePreferred Qualifications- 5+ years of building profitable partner ecosystems experience- Experience developing detailed go to market plans- Experience engaging with the Life Sciences industry and selling into Life Sciences companies.Amazon is committed to a diverse and inclusive workplace. 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. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Companys reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128,600/year in our lowest geographic market up to $212,600/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.