Account Manager - Startup

About ShellKode :

ShellKode is a born-in-the-cloud company that specializes in Modernization, Security, Data, Generative AI, and AI/ML. Our industry specialized solutions and services help organizations realize tangible business value and drive transformative growth.

What is the role about :

The Account Manager - Startup will be responsible for driving revenue growth by identifying, qualifying, and closing new business opportunities with startup, scale-up, and mid-market clients. As an AWS Advanced Consulting Partner, we are looking for a hunter-seller who can leverage AWS partnerships, startup ecosystem relationships, and solution expertise to build a strong pipeline and deliver against quarterly and annual revenue targets.

What you will do :

- Own and drive the full sales cycle - from lead generation and qualification to proposal, negotiation, and deal closure

- Build and maintain a healthy pipeline of qualified opportunities across cloud migration, modernization, data engineering, and GenAI/ML services

- Develop and execute territory/account plans aligned to ShellKode's go-to-market strategy and AWS partnership goals

- Collaborate with AWS Partner Development Managers (PDMs) and Account Managers to identify joint opportunities and co-sell motions

- Engage with C-level and VP-level decision-makers to understand business challenges and position ShellKode's solutions

- Work closely with pre-sales and solution architects to develop compelling proposals, SOWs, and commercial constructs

- Track and report pipeline, forecasts, and deal progress using CRM tools (Zoho CRM) with discipline and accuracy

- Represent ShellKode at AWS events, industry conferences, and partner summits to build brand visibility and generate leads

- Contribute to the development of go-to-market collateral, case studies, and sales playbooks

- Achieve and exceed quarterly and annual revenue targets

- Build and nurture relationships within the startup ecosystem - incubators, accelerators, VC firms, and angel investor communities

- Engage with startup founders, CTOs, and technical co-founders to understand their cloud-native journey

- Develop lightweight, startup-friendly engagement models (POCs, MVPs, rapid prototyping)

- Leverage AWS programs tailored for startups to create compelling value propositions

- Build presence in startup communities to establish ShellKode as the go-to AWS partner for startups