- 10+ years of technology experience with a focus on field BD (quota-carrying) · Experience in working with Startups in identifying, developing, negotiating, and closing large-scale technology deals. · - Experience in positioning and selling technology to new customers and in new market segments. · Experience in proactively growing customer relationships within an account while expanding their understanding of the customer’s business. - Excellent verbal and written communications skills · Functioned in an environment where they managed an account list in technology which included large growth in net new opportunities. - Proven track record of consistent territory growth and quota attainment. Sales, Marketing and Global Services (SMGS) AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. Amazon Web Services (AWS) offers a 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. AWS India Pvt. Ltd. , the reseller for cloud services in India, is looking for a Senior Startup Account Manager to help drive the growth of high-potential startups in India. You need to possess passion about Startups, be 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. Your responsibilities will include driving growth and user adoption, migrations and ensuring startups select AWS as their preferred cloud provider in India. You will work closely with counterparts in business development, marketing, solution architecture and partner teams to lead execution of BD plays. The candidate should have technical background that enables him/her to drive engagement at the CXO level as well as with software developers and IT architects. The candidate should be an exceptional analytical thinker who thrives in fast-paced dynamic environments and has excellent communication and presentation skills. The candidate should be visioning and executing via collaboration with an extended team to address all startup’s needs. Key job responsibilities · Ensure customer success with early and growth stage startups in India · Drive growth and market share in a defined territory · Accelerate customer adoption through well-developed BD engagements · 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 AWS partners to manage joint selling opportunities · Assist customers in identifying use cases for priority adoption of AWS as well as best practices implementations · Develop long-term strategic relationships with key accounts. A day in the life • Meet startup CXOs and help them ‘Build on AWS’ • Leverage AWS startup programs to support early stage startups to bring idea to market • Track investments, technology trends; build coverage plans and oversee execution • Collaborate with cross functional teams such as Sales, VC BD, Solutions Architect, Partners, Marketing • Ensure high standards and maintain sales pipeline hygiene About the team The AWS Startups team partners with startups around the world to build, launch, grow, and help scale their business. We don’t just support startups with cloud infrastructure, but also partner with our startup customers throughout their journey by providing resources to tackle challenges from early stage fundraising to building technical teams and developing startup culture. About AWS Diverse Experiences AWS 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. Inclusive Team Culture Here at AWS, it’s 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 & 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. 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 in the cloud. BA/BS/B.Tech degree required. Masters or MBA is a plus. · Understanding of AWS and/or technology as a service (Iaas,SaaS,PaaS) is preferred. 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.

- 10+ years of design, implementation, or consulting in applications and infrastructures experience - Deep, hands-on (development/implementation) experience with edge technologies and advanced use case configuration. Deep understanding of how the internet works and the desire to expand that knowledge. For example: 1/ Layers and protocols of the OSI model, such as TCP/IP, TLS, DNS, HTTP 2/ Reverse and forward proxies and the applications of both 3/ Security aspects of an internet property, such as Firewalls, WAFs, Bot Management, Rate Limiting, (M)TLS, Zero Trust 4/Performance aspects of an internet property, such as Speed, Latency, Caching, Video Streaming, HTTP/2, TLSv1.3 - Enjoying the adventure of troubleshooting and solving technical problems - Understanding how AWS and Edge Services plays an increasingly important role on today’s internet - Experience communicating across technical and non-technical audiences, including executive level stakeholders or clients Are you passionate about helping customers utilize the latest in secure, distributed computing and content acceleration technologies? Do you have the ability to put together unique solutions that bring together a global look at security and performance? Do you have a unique combination of deep technical knowledge, business acumen and strong interpersonal skills? Amazon Web Services (AWS) is seeking an Edge Services Solutions Architect to work with our customers to craft cloud-based solutions. At AWS, customer obsession is in our DNA. The successful candidate will become a trusted adviser to our customers and will work with AWS sales, business development, and our edge services team to drive edge-services-related adoption and revenue. This will include showcasing services such as AWS CloudFront (CDN), Shield (DDOS Mitigation), WAF (Web Application Firewall), Amazon Global Accelerator and other Edge services. Your broad responsibilities include: owning the technical engagement and ultimate success around specific implementation projects. You should be as comfortable discussing complex technical details with a room full of engineers as you are briefing an executive audience. In addition, you will engage with other AWS service teams, solutions architects, partner and professional services organizations to drive large and highly complex sales opportunities to closure. Here Are Some Other Qualities We Are Looking For Be great fun to work with. In this role, you will love what you do, and instinctively know how to make work fun. You will be dynamic and creative, and willing to take on any challenge and make a big impact. Enjoy working with customers of all shapes and sizes. You will have a passion for educating, training, designing, and building cloud solutions for a diverse and challenging set of customers ranging from small businesses and startups to the largest enterprises. As a Specialist Solution Architect, you will be the trusted technical advisor throughout a customer’s lifecycle. You are a domain expert and will leverage your knowledge to ensure our customers understand and utilize the Edge Services to its fullest extent. Your goal is to help customers be successful and derive the most value possible. Key job responsibilities • Ensure customer success in building and launching edge-services-related solutions on the AWS platform • Educate customers of all sizes on the value proposition of AWS, and participate in deep architectural discussions to ensure solutions are designed for successful deployment in the cloud • Conduct one-to-few and one-to-many training sessions to transfer knowledge to customers considering or already using AWS • Capture and share best-practice knowledge amongst the AWS solutions architect community • Author or otherwise contribute to AWS customer-facing publications such as whitepapers, blog posts, case studies, technical articles, and public speaking evangelism opportunities • Build deep relationships with senior technical individuals within customers to enable them to be cloud advocates • Act as a technical liaison between customers, service engineering teams and support A day in the life Meet with customers and their account managers and solution architects for the largest and most strategic customer accounts to discuss opportunities to transform their workloads with AWS. Discuss the same opportunities with supporting AWS service specialist teams, cloud economics and partner teams to fine tune architectures, solutions and migration strategies. Share updates on customer trends with the team and key stakeholders before celebrating with the extended team in a collaborative and hybrid working environment. About the team AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. 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 in the cloud. Inclusive Team Culture Here at AWS, it’s 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 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. Experience in a technical role within a sales organization Cloud Technology Certification (such as Solutions Architecture, Cloud Security Professional or Cloud DevOps Engineering) Experience architecting/operating solutions built on AWS Experience working with end user or developer communities 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.

- 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 experience AWS Sales, Marketing, and Global Services is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. Are you interested to join a diverse, inclusive and high-performing team with the mission to increase the probability for startups to be successful? From Airbnb to Zalando, the world's top digital companies started building on AWS. We offer the world’s most comprehensive and broadly adopted cloud platform with dedicated startup programs and more than 200 fully featured services. Millions of customers – including the fastest-growing startups, largest enterprises, and leading government agencies – are using AWS globally to become more agile, innovate faster and lower costs. We are looking for a sales manager with a proven track-record in building and leading highly effective sales teams across multiple countries. You bring passion for innovative startups and latest technology trends, especially GenAI, machine learning (ML), and virtual/augmented reality (VR/AR). Your startup customers strive to become the next unicorns and future enterprises within their domain of Generative AI and advanced ML, which may also intersect with Fintech, Healthcare & Life Sciences, Mobility/Automotive and Enterprise SaaS applications. You should be an autonomous sales manager that brings a hands-on builder mentality, strategic thinking and a sense of urgency for team development and operational excellence. You will be responsible for your own business, maintain C-level relationships with key customers and deliver results by empowering your team to win new startup customers through strategic engagements and scaling initiatives. This role reports into the General Manager of EMEA Startups as part of a cross-functional leadership team, including Sales, Solutions Architecture, Business Development, Partner, Marketing and many more. You should be a self-starter with entrepreneurial spirit and excellent communication skills who can work collaboratively with others and is prepared to work in a fun, fast-paced environment, to execute against ambitious goals and to consistently embrace the Amazon Day 1 Culture. Key job responsibilities Key job responsibilities • Embrace a positive culture in your organization that inspires diversity, inclusion, equity and high performance. • Ensure customer satisfaction through business value creation. • Develop, communicate and execute the go-to-market strategy for your teams to accelerate customer adoption and grow market segment share. • Meet or exceed your quarterly and yearly goals. • Identify, implement, measure and improve critical KPIs that will help maintain a robust business operation. • Act as an executive sponsor in key accounts. • Represent the company in professional events. About the team AWS Sales, Marketing, and Global Services is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. A day in the life Diverse Experiences AWS 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. 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 & 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. 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. Experience working with/ for GenAI startups or in AIML domain Experience developing GTM plans for GenAI startups Understanding of GenAI offerings, use cases 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.

- 12+ years demonstrated success working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through closure - 12+ years working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, and legal and internal stakeholders for sizeable commercial/enterprise deals - Bachelor degree in Business, Economics, Technology or Finance (or equivalent work experience) Amazon Web Services (AWS) is seeking a member for the Strategic Customer Engagements (SCE) team. This is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS and to establish AWS as their key cloud technology provider. As a member of SCE, you will be responsible for managing a team that leads the end to end Deal Cycle for strategic, large, complex or highly competitive deals. Your team will focus on earning trust with customers by creating actionable strategies, developing and shaping opportunities, and leading deal engagements through negotiations and closure. This highly visible role will own alignment with C-level executives, IT teams, and multiple lines of business to achieve business outcomes, increase the adoption of AWS services, and to enable private pricing, go-to-market, pan-Amazon, and other strategic relationships. You will work collaboratively to drive results by partnering with AWS customers, AWS field sales executives, and other internal stakeholders to empower our customers to evolve, address challenges, and to create innovative solutions. Key job responsibilities - Develop and shape the overall deal strategy and structure to meet customer business outcome and goals - Lead negotiations and customer closure for strategic, large, complex or highly competitive deals. - Contribute to developing AWS’s value proposition and solutions to drive revenue growth and Cloud adoption - Develop strategies for pricing and discounts; effectively communicate and identify deal blockers - Act as a trusted advisor in the development of the commercial strategy of deals with AWS Field Sales Executives: partner in the execution of the sales cycle for strategic, complex, or highly competitive commercial opportunities - Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes About the team Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the 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. Inclusive Team Culture Here at AWS, it’s 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 conferences, inspire us to never stop embracing our uniqueness. Mentorship & 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. 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 in the cloud. Advanced degree or equivalent relevant experience Direct field experience in working with enterprise accounts Knowledge of AWS products and services Excellent written and verbal communication skills 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.

- 3+ years of legal experience - Law degree (J.D. or equivalent). - Licensed to practice law in India and/or the US, UK or other recognized jurisdictions. - Transactional drafting and negotiation experience, gained at a leading law firm and/or in-house at a major multinational corporation. - Professional level fluency of English, written and spoken. Amazon’s Legal Department is looking for a talented commercial transaction lawyer based in Gurugram to support Amazon Web Services, the world’s most comprehensive and broadly adopted cloud platform, offering cloud computing and IT services in such areas as compute, storage, databases, internet of things, machine learning, quantum technologies, robotics, as well as providing training, digital transformation consulting and more. Key job responsibilities Associate Corporate Counsel will primarily support AWS business teams in India. The successful candidate will be responsible for drafting, negotiating, and advising on cloud service agreements with a broad range of customers from startups to enterprises as well as our partner IT companies, supporting local marketing, training and digital transformation consulting activities, and will act as a counselor for senior management and other business team members. The role includes participating in other Amazon legal projects as directed, managing legal issues that arise in existing commercial relationships, and managing complex regulatory issues. The successful candidate must be a self-starter, enthusiastic about technology, enjoy working hard and being continually challenged, have strong written and oral communication skills, and demonstrate sound judgment even in ambiguous situations. Compensation is competitive and includes equity compensation. In-house experience at a technology company or in private practice technology or working in a law firm. Familiarity with IT/technology licensing, outsourcing and services agreements. Understanding of intellectual property, competition and privacy issues. 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.

- 3+ years of legal experience - Law degree (J.D. or equivalent). - Licensed to practice law in India and/or the US, UK or other recognized jurisdictions. - Transactional drafting and negotiation experience, gained at a leading law firm and/or in-house at a major multinational corporation. - Professional level fluency of English, written and spoken. Amazon’s Legal Department is looking for a talented commercial transaction lawyer based in Gurugram to support Amazon Web Services, the world’s most comprehensive and broadly adopted cloud platform, offering cloud computing and IT services in such areas as compute, storage, databases, internet of things, machine learning, quantum technologies, robotics, as well as providing training, digital transformation consulting and more. Key job responsibilities Associate Corporate Counsel will primarily support AWS business teams in India. The successful candidate will be responsible for drafting, negotiating, and advising on cloud service agreements with a broad range of customers from startups to enterprises as well as our partner IT companies, supporting local marketing, training and digital transformation consulting activities, and will act as a counselor for senior management and other business team members. The role includes participating in other Amazon legal projects as directed, managing legal issues that arise in existing commercial relationships, and managing complex regulatory issues. The successful candidate must be a self-starter, enthusiastic about technology, enjoy working hard and being continually challenged, have strong written and oral communication skills, and demonstrate sound judgment even in ambiguous situations. Compensation is competitive and includes equity compensation. In-house experience at a technology company or in private practice technology or working in a law firm. Familiarity with IT/technology licensing, outsourcing and services agreements. Understanding of intellectual property, competition and privacy issues. 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.

- 10+ years of positioning cloud technology to CXOs in assigned region experience Are you interested in accelerating adoption of Amazon Web Services (AWS), Amazon’s cloud computing business in the AWS Industries Strategic accounts customer segment? As an Enterprise Account Manager, your responsibilities are to build and drive the strategy to increase AWS adoption in Strategic accounts to build long and sustainable relationships. The ideal candidate should possess a business development background that enables them to engage at all levels of a customer and partner organization, including C-levels of the business and IT. He/She will also demonstrate a strong technical competency focused on the IT landscape and cloud computing. He/she should be a self-starter who is prepared to develop and execute against a territory coverage plan business objectives. Key job responsibilities · Accelerate customer adoption by identifying specific customer market segments and industry verticals to approach with a value proposition for using the AWS cloud platform. · Develop long-term strategic relationships with key companies at the C-levels of Business & IT · Work closely with the AWS Channels team to ensure that Amazon’s cloud product line -AWS is the partner's preferred cloud computing platform across all service lines. · Maintain an accurate forecast and various business reports. · Create & articulate compelling value propositions around AWS services. · Possess the technical ability to explain (not implement) Cloud Computing, infrastructure solutions (Server, Storage, DC Services) & Internet architectures (firewalls, load balancers, etc). · Prepare and give business reviews to the management team. · Ensure customer satisfaction. About the team Sales, Marketing and Global Services (SMGS) AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services. Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the 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. 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 & 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. 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 in the cloud. Bachelor's degree or above 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.