DESCRIPTION

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.

About the team
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.