Senior Business Development Manager AI/ML , Startups BD Full-time

Startups, which are now primarily born-in-the-cloud, represent a critically important and growing subset of customers to AWS. Startups have unique needs, priorities, and growth trajectories that distinguish them from traditional businesses and require different engagement strategies and sales motions from sellers to effectively acquire, grow, and retain them long-term on AWS.

As an AIML Startup Business Development Manager, you have an exciting opportunity to help shape and deliver the strategy to build mindshare and broaden the use of Amazon’s Generative AI product suite with venture-backed AIML startups in North America (NAMER) and globally.

You work within the AIML startup ecosystem as well as with cross-functional internal teams to ensure the world’s leading AIML founders are choosing to build their Generative AI startups on AWS. You ensure top startups receive strategic support, you represent AWS at external events to speak on emerging Gen AI trends and use cases, and you ensure key product partners such as AWS foundational model providers drive value with our customer base.

AWS Startups is responsible for driving revenue, adoption, and growth from pre-seed all the way through pre-IPO startups, including the fastest growing foundation model, ML workflow, and generative AI applications startups. You partner with account manager, solution architects, venture-firm partner leaders (VC BD), to earn trust with founders who rely on AWS to provide the best solutions, strategic advice, and go to market support of any cloud platform.

Key job responsibilities

* Engage with startup founders in a manner which builds authentic trust and proves our AWS value of ‘customer obsession’

* Track core ecosystem trends in generative AI and map these to AWS capabilities, events, workshops, and partners that drive value for prospective customers.

* Built strategic partnership and GTM (go to market) plans which highlight immediate customer value and long term product strategy for AWS.

* Work backwards from the needs of AIML startups to build programmatic mechanisms of support to address these needs.

* Act as a key evangelist in AIML ecosystems, leading events, and speaking at industry conferences.

* Partner with our VC BD teams to develop and manage relationships with top specialist investors in Silicon Valley and North America to advise them about how AWS can help their companies scale and grow by leveraging AWS services and go-to-market programs.

* Execute the strategic AIML business development plan while working with key internal stakeholders (e.g., services teams, marketing, legal, customer support, sales, etc.).

* Work with and advise account management teams on AIML emerging trends, use of AWS solutions for AIML use cases, and establishing executive relationships in their accounts.

A day in the life

The focus of the AI/ML Startups BD team is to unlock value and growth for our customers and founders. On a daily basis, you engage with leaders of newly formed and venture-backed ML startups to

1) identify their technical and commercial challenges/opportunities

2) map those needs onto people, technology, and programs across AWS

3) mobilize those assets to work on behalf of these startup customers

Your responsibilities include driving the necessary business insights, strategic and technical relationships with venture firms and their portfolio companies, to establish meaningful business relationships. You work closely with the AWS sales, technical and partner teams to drive strategic interactions with startups to build long-term business opportunities.

About the team

The AI/ML BD team at AWS startups is made up of former CxO/cofounders and ML engineers who are motivated by the idea of partnering with great founders in building transformational AI products.

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.

BASIC QUALIFICATIONS

– Hands-on experience with machine learning algorithms, model development, common frameworks, workflow tools, and applied AI (e.g., CV, NLP).

– Proven ability to build trust and manage relationships with the C-level leadership of startups, managing directors of investor organizations, and other key influencers in the startup ecosystem

– Knowledge of core cloud computing concepts and ability to go deep enough on technical aspects to differentiate among various AWS services, as well as top use cases for popular startup industries

PREFERRED QUALIFICATIONS

– Degree or equivalent experience in Computer Science or Engineering, ideally with a focus on ML or a related field

– Previous founder/CxO/operator of one or more ventures that involved data science, machine learning, or artificial intelligence

– Publications in peer-reviewed conferences or journals

– Speaking engagements at ML conferences and industry events

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 Company’s 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 $133,200/year in our lowest geographic market up to $220,200/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. 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.