AI/ML Startups Business Development Manager, Startup VC BD

2 months ago

San Francisco, United States Amazon Web Services, Inc. Full time
As an AIML Startup Business Development Manager, you have an exciting opportunity to help shape and deliver the strategy to build mind share 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 Series D venture backed 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.

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.

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 primary focus of the AI/ML BD team in AWS Startups is to unlock value and growth for our startup customers and founders. On a daily basis, you engage with founders/leaders of newly founded and venture-backed ML startups to
1) identify their technical and commercial challenges/opportunities
2) map those needs onto people, technology, and programs across Amazon that could potentially help and
3) mobilize those assets to work on behalf of these startup customers.

Your responsibilities will include driving the necessary business insights, strategic and technical relationships with venture firms and their portfolio companies, to establish meaningful business relationships. You will 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.

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

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