Senior Account Manager, Startup Sales - Europe North

Description

From Bolt to Too Good To Go, the world's top startups, many of them now Enterprises, build on AWS. We offer the world’s most comprehensive and broadly adopted cloud platform, offering over 200 fully featured services from data centers globally. Millions of customers - including the fastest-growing startups, largest enterprises, and leading government agencies - are using AWS to lower costs, become more agile, and innovate faster.

The AWS Startup sales team in Stockholm is looking for a new team member who is passionate about enabling and developing technology startups. You will be at the heart of latest technology trends like Generative and Agentic AI, machine learning (ML), serverless or Internet-of-Things (IoT) to help your startups grow.

Your startup customers leverage AWS to innovate and become the next unicorns and future enterprises.
As an AWS Startup Account Manager, you will turn your deep expertise of the Nordics and Baltics markets to your advantage to win the most promising startups and scaleups for AWS. Working backwards from your customer’s priorities, you get to mobilize the full breadth of AWS capabilities to make an impact for your customers. Your tools of the trade will be the AWS services portfolio, best-in-class startup programs, and AWS’s co-selling mechanisms.

This is a hunter role. You are expected to set your sights on the most important startups and scaleups not yet building on AWS, earn trust with them, deeply understand their businesses and challenges, design comprehensive strategies impacting all aspects of their business, and successfully migrate their cloud workloads to AWS. You should be able to communicate and act at all levels, from C-Suite to individual engineers. Your job will be to shape new realities for all stakeholders, empowering them to innovate and accelerate time-to-market. You will orchestrate deal teams to deliver results across internal and external stakeholders, such as the Solutions Architecture, Business Development, Partner, Training, and Support teams.

You are passionate about technology startups, have excellent data skills, and intuition on finding the best Startups to support from Europe North, You have grit, are a self-starter with an entrepreneurial spirit who is prepared to work in a demanding environment, execute against ambitious goals and consistently embrace the Amazon Culture.

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and consistent support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.

Key job responsibilities
* Identify, engage and migrate Nordics and Baltics startups to AWS
* Create and execute against comprehensive territory and account-level strategy to exceed your goals
* Facilitate long-term relationships from C-level to engineers, and industry experts, investor circles etc.
* Lead a team of cross-functional stakeholders both internally at AWS and externally with Partners
* Articulate compelling value propositions around AWS services and Amazon
* Represent AWS at conferences & marketing events
* Expect moderate travel

About the team
Europe North startup team covers the 11 country area (Nordics, Baltics, Benelux) operating out of 2 hubs (Stockholm and Amsterdam) and 2 satellite offices (Helsinki and Copenhagen). The team is a diverse mix of experienced technology sellers, former founders, and startup ecosystem stakeholders (i.e. venture capital). The team consists of Account Managers, Solution Architects, Investor Managers, Partner Managers, Demand Generation Representatives, and Business Developers. We operate as one team to support the scale and go to market of startups in our region - from early stage (pre-seed) to scale up.

About AWS:
Diverse Experiences
Amazon 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, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s 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 Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Basic Qualifications

- Minimum 6 years of relevant technology sales, business development or consulting experience
- Ability to build and deliver against a plan for your territory which meets or exceeds revenue targets
- Entrepreneurial “builder” mentality
- Excellent verbal and written communication skills
- Comfortable delivering results amid ambiguity and change

Preferred Qualifications

- Startup work experience - founders preferred
- Relevant advanced degree (e.g. MBA, MA, MS)
- Previous Cloud expertise at a technology company
- Business proficient in English and Swedish

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy\_page) to know more about how we collect, use and transfer the personal data of our candidates.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.