Description 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 acc The AWS Startup BD team works directly with many of the top startups and ecosystem partners in the world. We spend our days interfacing with founders of high potential startups, top accelerator and incubator leadership teams, angel and VC investors, and navigating cross-AWS and Amazon to unlock opportunities for startups. Our mission is to drive high-impact initiatives that accelerates success for startups and builds the startup ecosystem in Australia and New Zealand for the decade ahead. Our team is comprised of a high-caliber group of founders/operators, venture investors and ecosystem advocates, many of who have extensive global background and local knowledge. We have a rare opportunity opening up to join our team in Melbourne as a Venture Capital Business Development Manager working with major venture capital firms and industry bodies in our network to support growth for them and their portfolio companies while driving preference for and adoption of AWS. Typically, this role will see you deep diving into specific VC portfolios to surface insights and opportunities for them, building senior relationships within top startups and VCs, curating and/or delivering executive round-tables and specialised workshops, sourcing and connecting top experts from various tech and startup fields to support our partners and their portfolio companies, participating in mentoring and investor connections, and supporting our partners’ ecosystem building initiatives. This is a highly desirable role with lots of access, visibility and opportunity for Think Big ideas to prove what’s possible for our partners, startups and the ecosystem more broadly. We hire remarkable talent and bright, driven people - and we hold a high bar to work hard, have fun and make history. The ideal candidate will join the team with direct experience working in startups and/or startup investment. You will be used to working with high degrees of autonomy in a fast-paced environment that is focussed on results. An ability to identify, build and convey compelling value propositions and work cross-functionally to deliver them successfully is required to be successful in this role. An understanding of emerging technology is helpful. A track record of developing strategic relationships is a must. Key job responsibilities - Be strategic: Dive deep to analyse and understand the VC ecosystem, individual portfolios, and investor strategies in A/NZ to determine the most effective and value-adding approach for engagement. - Be ambitious: Set big goals, formulate a compelling strategy and clear metrics and then take ownership to deliver results. Back your big ideas by preparing regular insight reports to guide senior management and wider AWS organization in understanding and serving the unique needs and opportunities for your set of partners. - Be helpful and valuable: Build high-value relationships with key partners and associates in venture capital firms, and look for opportunities to influence and strengthen AWS’s relationship with new and existing startups (for example joint PR, introduction to other parts of Amazon, go to market connections, and introductions to potential investors where relevant). Take a hands-on approach to encourage newly-funded startups to develop, test, and launch on AWS; and drive increased overall startup adoption of strategic AWS services within top VC portfolios. - Be visible: Play an active role in building a vibrant and ambitious startup ecosystem. Attend, contribute to, and represent AWS at relevant startup/technology events, especially those led by your partners. - Be a generous team player: Our focus is on doing everything we can for the benefit of our customer - our ecosystem partners and startups. You will join the team in leaning in to help each other achieve goals, sharing your knowledge, skills and experience so that we all grow and succeed together. 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 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. Basic Qualifications - 5 years+ experience working in a startup and/or VC environment - Understanding of the lifecycle and needs of startups more broadly, including current challenges and common patterns of success - Self-reliant, adaptable, decisive, and professional - Excellent communication, interpersonal, and presentation skills and able to professionally interact at an executive level - Commercial acumen and demonstrated ability to drive outcomes and deliver results Preferred Qualifications * Ability to work effectively and build trust in a cross-functional/ matrixed team environment * Analytical skills to extract insights from data * Previous cloud technology knowledge/experience Acknowledgement of country: In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today. IDE statement: 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, disability, age, or other legally protected attributes.