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Head of ACE Investments, AWS Startups
3 months ago
Trusted by more startups around the world, AWS makes the power of cloud computing accessible for all by giving founders everywhere access to the same technology that powers the world's largest companies. With nearly 20 years of experience gained from supporting hundreds of thousands of startups that have come before, we help founders prove that their world-changing ideas are possible, at any stage of growth or level of funding. This is why more startups, and over 80% of unicorns, build on AWS.
The AWS Startup Acquisition and Customer Experience (ACE) team is seeking a talented, experienced and self-directed Senior Manager to lead the ACE Investments Team. This critical role heads the AWS Activate Credits and Investments programs, driving global adoption of the AWS platform by startups and reports directly to the GM of Startup Acquisition and Customer Experience.
The ACE Investments Team is responsible for managing AWS's flagship startup credit program, AWS Activate, which has provided over $6 billion in AWS Promotional Credits to more than 280,000 startups worldwide since 2013. The team optimizes the design of credit offerings, amounts, channels, eligibility criteria and annual budgets to achieve customer acquisition, adoption and ROI goals.
As the Head of ACE Investments Team, you will lead the team in continually working backwards from startup customers to improve Activate and field-initiated funding programs like Incremental Workloads and Strategic Pursuits. You must adeptly balance business development/sales/marketing objectives for startup acquisition, customer success objectives for growth/retention, and investor/finance objectives around ROI and customer lifetime value.
Key job responsibilities- Manage AWS's startup credit program, ensuring credits are strategically invested in qualified Activate customers to enable their success and drive business outcomes for AWS.
- Analyze credit usage patterns, forecast future needs, and optimize programs by coordinating cross-functionally with Startup Business Development, Sales, GTM & Strategy, Product/Engineering, Operations, Marketing, Finance and Fraud Investigations teams.
- Define and deliver high-impact, global programs by designing, implementing, communicating, measuring and iterating on all aspects of the Activate credit offerings and application/eligibility process.
- Establish and achieve financial goals to maximize AWS's return on credit investments in startups.
- Work with Product/Engineering to enhance the customer digital experience so customers easily understand offerings and quickly begin utilizing credits.
- Improve cross-organizational alignment and create efficient mechanisms to accelerate progress towards common goals.
The ideal candidate has deep expertise in the startup ecosystem - understanding the needs of entrepreneurs, founders, technical decision-makers at early-stage companies, and the VC/pre-seed funding landscape. You must be passionate about supporting this community.
Other key qualifications include outstanding financial/business acumen, analytical capabilities, problem-solving skills, and the ability to influence and earn trust across different organizations.
Minimum Qualifications- 10+ years of building and leading large teams and working in matrixed operating structures experience.
- Bachelor's degree or equivalent.
- Experience working and communicating with multiple stakeholders, C-level executives and cross functional teams or equivalent.
- Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent.
- 5+ years of managing and developing high performance teams experience.
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
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 $174,300/year in our lowest geographic market up to $288,200/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 This position will remain posted until filled. Applicants should apply via our internal or external career site.
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