• Bachelor's degree or equivalent
• 10+ years of experience within the startup ecosystem in the Greater China Region, either as a CXO or member of the senior management team in a startup, or equivalent experience in enterprise, venture capital, Accelerator, or Incubator roles.
• General management experience across strategy, product, sales/marketing, operations, and finance; knowledge of core cloud computing concepts, including compute, storage, networking, databases, analytics, and higher-order services such as serverless, Io T, and machine learning. Ability to delve into technical aspects and differentiate among various AWS services and provide insights at the CXO level.
• Proven ability to build trust and relationships at the senior leadership level of startups, VCs, Accelerators, and Incubators in the Greater China Region; demonstrated ability to execute as an individual contributor in the face of ambiguity and limited resources.
• Experience working effectively and cross-functionally within a large organization. Excellent verbal and written communication skills, at the level of Fortune 500 C-level and board communications.

About Amazon Web Services Since 2006, Amazon Web Services has been the world’s most comprehensive and broadly adopted cloud. AWS has been continually expanding its services to support virtually any workload, and it now has more than 240 fully featured services for compute, storage, databases, networking, analytics, machine learning and artificial intelligence (AI), Internet of Things (Io T), mobile, security, hybrid, media, and application development, deployment, and management from 105 Availability Zones within 33 geographic regions, with announced plans for 18 more Availability Zones and 6 more AWS Regions in Malaysia, Mexico, New Zealand, the Kingdom of Saudi Arabia, Thailand. Millions of customers—including the fastest-growing startups, largest enterprises, and leading government agencies—trust AWS to power their infrastructure, become more agile, and lower costs. To learn more about AWS, visit aws.amazon.com.
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 accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

Amazon Web Services came to China in 2013, and has been relentlessly investing and expanding our infrastructure and business since then. Amazon Web Services launched its China (Beijing) Region (operated by Sinnet) in September 2016 and its China (Ningxia) Region (operated by NWCD) in December 2017. In 2019, Amazon Web Services added a new region in Hong Kong, making China the only country with three Amazon Web Services regions aside from the U.S. In 2022, Amazon Web Services launched Local Zone in Taipei. Amazon Web Services has also established an AI lab in Shanghai and two Io T labs in Shenzhen and Taipei. The Amazon Web Services Partner Network has thousands of Partners in China. Amazon Web Services has supported over 10,000 local startups and has provided cloud skills training to over 700,000 talents. Amazon’s first two utility-scale renewable projects—a solar farm and a wind farm—are also generating clean energy to the country’s grid.

Key job responsibilities
Are you excited about owning and managing relationships across the entire startup ecosystem in the Greater China Region, one of the world's most vibrant and rapidly growing innovation hubs? This includes building connections with Venture Capital firms, Accelerators, Incubators, and the entrepreneurial community. Do you have the business acumen, technical insights, relationship-building skills, and the background necessary to immerse yourself in this dynamic ecosystem and help establish Amazon Web Services (AWS) as the leading cloud computing platform for startups in the region?
As the Head of Startup BD at AWS, you will have the exciting opportunity to shape and deliver a strategy to build mindshare and drive broad adoption of Amazon's cloud computing platform within the startup ecosystem in the Greater China Region. Your responsibilities will encompass identifying and engaging with key players across the ecosystem, including VCs, Accelerators, Incubators, and promising startups. You'll drive the necessary business, strategic, and technical relationships to establish new business opportunities and collaborate closely with the AWS sales team to foster long-term business growth with portfolio companies. Additionally, you'll work closely with AWS strategic corporate development, business development, product management, and marketing teams on strategic initiatives tied to the startup community in the region.
The ideal candidate will possess a strong business background that enables them to engage and interact with senior leaders at Venture Capital firms, Accelerators, Incubators, CXOs, and founders of startups, as well as a technical background that allows them to communicate effectively with software developers, engineers, and architects. They should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions and work cross-organizationally to build consensus. A keen sense of ownership, drive, and agility is essential.
Key job responsibilities

• Serve as a leader of the Business Development team, helping to drive AWS's overall market and technical strategy within the startup ecosystem in the Greater China Region; identify and engage with key players across the ecosystem, including Venture Capital firms, Accelerators, Incubators, and promising startups with infrastructure needs.
• Execute the strategic business development plan while working closely with key internal stakeholders (e.g., sales teams, marketing, legal, support, etc.); foster relationships with the VCs, Accelerators, Incubators, and their portfolio companies to ensure their success in using AWS services, providing the necessary technical resources and support.
• Utilize Salesforce.com and other internal Amazon systems effectively; implement and manage reporting systems to track the effectiveness of efforts targeting companies across the startup ecosystem; prepare and present business reviews to the senior management team regarding progress and roadblocks in establishing new engagements.
• Demonstrate experience with account management (Enterprise, SMB, and startup) and solution selling abilities; possess relevant technical knowledge, such as database systems, core distributed computing concepts, fundamentals of cloud computing and virtualization, storage systems, content delivery networks (CDNs), etc., with the ability to delve into technical aspects and differentiate between various AWS services; be willing to travel as required.

A day in the life
As head of Startup BD, the focus is on evaluating startups that have received funding, establishing connections with investors, Accelerators, and Incubators who have supported these startups, and nurturing relationships across the startup ecosystem in the Greater China Region. The goal is to have these ecosystem players recommend startups for early adoption on AWS. Additionally, this role involves collaborating closely with startups in their early stages, showcasing the benefits of AWS services, providing support, and facilitating their growth. This includes conducting workshops on cloud architecture, assisting with AWS startup programs, and enhancing their outreach to prospective customers in the region.

About the team
The GCR Startup BD team consists of BD with experience as founders, investors, or startup enabler. Their extensive connections with founders, investors, Accelerators, and Incubators enable them to grasp the dynamics of the investing and startup ecosystem in the Greater China Region. With experience as founders, VCs, or within Accelerators/Incubators, they possess a deep understanding of the system and empathize with entrepreneurs. They are well-versed in startup jargon such as seed investment, series A, and series B, enabling them to converse effectively with stakeholders across the ecosystem. This allows them to offer valuable strategic insights to the sales team.

Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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 Amaze Con (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.

AWS is committed to a diverse and inclusive workplace to deliver the best results for our customers. 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; we celebrate the diverse ways we work. For individuals with disabilities who would like to request an accommodation, please let us know and we will connect you to our accommodation team.

#AWSGCR

• 12+ years of managing and developing high performance teams experience
• Experience with and knowledge of the VC community/ecosystem, Accelerators, Incubators, and startup entrepreneur community in the Greater China Region.
• Experience as a startup founder, investor, or within an Accelerator/Incubator in the Greater China Region.
• Well-networked within the Startup Ecosystem and a regular at key startup events in the Greater China Region.
• Experience with account management, relationship management, or technical sales.
• MBA or a technical graduate degree.