Startups Account Manager, Startups UKI ISV

Startups Account Manager, Startups UKI ISV Overview

This role sits within AWS Global Sales and focuses on helping innovative startups and software businesses grow on AWS across the UKI startup ISV segment. The position is aimed at someone who is excited by the startup ecosystem and wants to work with emerging companies that have the potential to become major technology leaders. The account manager will help customers scale on AWS by understanding their business challenges, shaping solutions around their needs, and driving adoption of the AWS platform.

The team’s broader mission is to help customers of every size innovate and expand in the cloud. AWS describes its sales organization as customer-focused, with an approach built around understanding each customer’s situation in depth and then creating tailored solutions that support growth. In this role, you would be working with software growth and scale startups, including engagement with founders, senior executives, board members, and venture capital contacts, while coordinating with internal specialists to deliver effective go-to-market execution.

What you will do

• Take ownership of revenue growth within your assigned territory and help expand AWS business across the accounts you manage.
• Build AWS’s position as the preferred cloud technology partner for the startups in your portfolio.
• Promote the full range of AWS products and services to customers in a way that aligns technical capabilities with business outcomes.
• Develop and maintain relationships with founders, CxOs, board members, and VC influencers to support account growth.
• Work in close partnership with business development, marketing, solutions architecture, and partner teams to coordinate account strategy and market execution.
• Create and run detailed account and territory plans that allow you to manage several accounts at once while keeping growth priorities clear.
• Develop strong, compelling explanations of the value AWS can deliver to startup customers.
• Support customer adoption by identifying opportunities, guiding customers through the buying and adoption process, and helping them move faster on AWS.
• Keep a strong sales pipeline moving and ensure opportunities are actively managed toward revenue outcomes.
• Collaborate with partners to extend your reach and increase adoption across the market.
• Compete for strategic opportunities and win business from rival providers.
• Help customers take advantage of modern cloud technologies such as artificial intelligence, machine learning, serverless computing, analytics, and other advanced AWS capabilities.
• Deliver a strong customer experience and ensure customer satisfaction remains high throughout the relationship.

What the role calls for

• A strong record of exceeding sales goals and delivering results above target.
• Hands-on experience selling cloud solutions, ideally in a software company or a similar environment.
• At least seven years of experience in IT, technology, or cloud sales, including closing both new and existing business and carrying a quota.
• Good knowledge of core cloud concepts such as compute and databases, plus more advanced areas like microservices, analytics, serverless, and AI/ML.
• Understanding of the UK startup landscape and a clear enthusiasm for helping startups grow.
• Confidence working in a fast-paced environment that can be ambiguous and highly ambitious.
• A self-starting approach and the ability to work independently while staying focused on goals.
• Preferred qualifications include an MS degree or MBA.
• Preferred qualifications also include a technical education or background in engineering or computer science.
• Prior experience working for startups or selling to technology startups is preferred.
• Amazon also says applicants should not be discouraged if their career path has been non-traditional or if they bring alternative experience rather than a conventional background.

Team and culture

AWS says it values diverse experiences and encourages people to apply even if they do not match every preferred qualification. The company highlights a culture built around curiosity, connection, and inclusion, with employee-led and company-sponsored affinity groups that support belonging and collaboration. It also describes a strong focus on mentorship, knowledge sharing, and career growth, with resources intended to help employees become more well-rounded professionals.

The posting also emphasizes work-life harmony. Amazon says it values flexibility and aims to support employees so that success at work does not require sacrificing life outside of work. The company presents this as part of its broader effort to create a supportive environment where people can do their best work.

Additional information

Amazon states that it is an equal opportunities employer and makes hiring decisions based on experience and skills. It also says it does not discriminate on the basis of protected veteran status, disability, or other legally protected status. The posting includes information about privacy, data handling, and workplace accommodations for candidates who need support during the application, interview, or onboarding process.

If you need an accommodation or adjustment during the hiring process, Amazon directs candidates to its accommodations information page. If the country or region you are applying from is not listed, the posting advises contacting the recruiting partner for help.

Degree Requirement: Not Specified

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