Associate Account Executive, Startups

About the Role

This is not your typical Sales Development role. Join a growing team at the market leader for cloud services and help shape the future of the North America Sales organization! Take the lead in unlocking growth potential for both new and existing AWS customers. As an AWS Demand Generation Representative, you will be part of shaping the future of how technology is deployed for AWS customers.

The Amazon Web Services cloud platform helps companies of all sizes transform and reinvent their businesses. AWS is growing its Cloud Sales Center (CSC) team to help more companies make the move to AWS. If you are passionate about cloud technology, sales, and driving meaningful impact to a wide variety of customers, AWS could be the right fit for your next career move.

AWS offers an innovative environment where you can advance your career through our growing sales organization on a learning and earning path. Our Demand Generation team acts as the flywheel for pipeline and talent within the AWS Global Sales organization, focusing on prospects and customers of all types by generating new business opportunities across thousands of accounts.

As a Demand Generation Representative (DGR), you will have the exciting opportunity to help prospects and customers solve critical business challenges, pursue growth, and maximize business impact using AWS solutions. You will own all top of funnel activity, conduct high quality account research and source net new contacts at scale to execute high volume prospecting, lead qualification and opportunity generation for your assigned territories.

Key Responsibilities

• Work with other sales team members to ensure the opportunity is understood and next steps are clearly defined via demonstrations, discovery, and qualification.
• Utilize product knowledge and internal resources that will help you leverage technical skillsets to meet customers’ needs.
• Achieve all input and output goals including: contacts sourced, leads qualified, customer calls complete, meetings scheduled, and opportunities created.
• Drive net new business via customer acquisition by leveraging one-to-many and one-to-one outbound campaigns in addition to qualifying inbound opportunities from marketing and partner channels.
• Expand services breadth and consumption within your existing customer base via account planning and territory management.
• Accurately track activity and develop pipeline using a CRM (Salesforce), with the ability to leverage self-service reporting tools.
• Innovate new and creative ways to engage with new customers and expand on existing customer relationships.
• Understand the technology footprint, technical challenges, and business objectives that each one of your customers faces.
• Partner closely with Account Teams to develop a deep understanding of the primary industries, accounts and personas within your territories, developing new relationships across all organizational levels.
• Collaborate with internal and external partners to develop and execute comprehensive prospecting plans that identify new customer use cases.
• Use effective communication and technical acumen to uncover and understand critical business issues when engaged with a customer or prospect.

Requirements & Tech Stack

• IT sales experience
• Experience navigating prospective accounts from and into a senior executive level to identify new customer opportunities
• Salesforce
• Microsoft Office products and applications

Qualifications

• Bachelor's degree or equivalent
• Sales or equivalent certification