Sr. Customer Solutions Manager, AWS Startups

Amazon•Arlington, VA

About The Position

Startups are future large enterprises, built by people who want to create something that matters. They're usually short on capital, engineers, or experience — sometimes all three. When they commit to migrating to AWS, often off another cloud, the pressure is real. They need someone who can help them move fast, get value out of the migration quickly, and turn that investment into numbers they can point to. That's this role. As a Sr. Customer Solutions Manager on the AWS Startups team, you own migration revenue realization for a portfolio of startup customers. You make sure migrations launch on time, workloads cut over without stalling, and the revenue they generate tracks against forecast. You work directly with founders, CTOs, and engineering leads, and you coordinate across AWS internal teams, partners, and migration programs to make sure every deal in your portfolio delivers. This role is metric-driven and operationally rigorous. You need technical depth, program management discipline, and an intuition for how startups operate. You'll use revenue trend data, dynamic forecasting, and portfolio-level inspection to decide where to focus — unsticking stalled migrations, reversing revenue declines, and pushing growth where there's momentum. About the team The AWS Startups team works exclusively with startups. We get how they operate: speed matters, every dollar counts, engineering teams are small, and the tech decisions made today shape where the company ends up in three years. The migration CSM function exists to make sure that when a startup commits to AWS, they get the full value of that commitment fast — not six months from now.

Requirements

5+ years of customer-facing work, engaging with customer executives, technologists or partners to solve business problems with advanced technologies experience
Experience implementing cloud services including migrations and modernization projects or similar
Experience in written and verbal communication with the ability to present complex technical information in a clear and concise manner to executives and non-technical leaders
Travel up to 25% of the time
3+ years of hands-on experience with cloud platforms (AWS, GCP, Azure, or similar), including infrastructure, compute, storage, networking, and managed services
Working knowledge of at least one competing cloud platform (GCP, Azure) with the ability to map services and identify migration complexity across platforms
Experience managing a portfolio of customer engagements with defined revenue, adoption, or delivery targets — with a track record of using data to prioritize and drive outcomes
Ability to manage multiple customer engagements simultaneously in a fast-paced, high-autonomy environment

Nice To Haves

Direct experience working at, founding, or selling to startups — with a genuine understanding of startup dynamics including funding cycles, burn rate sensitivity, growth-stage priorities, and engineering-led decision making
AWS Solutions Architect Associate certification (or ability to obtain within 90 days of hire)
Additional AWS certifications or equivalent cloud certifications from other providers
Experience with cost optimization, FinOps, or cloud financial management for high-growth, cost-conscious companies
Background in competitive displacement or platform switching engagements
Familiarity with modern application architectures including containers, Kubernetes, serverless, microservices, and CI/CD pipelines
Experience coordinating with partner organizations on joint customer delivery
Experience managing portfolios of 15+ accounts concurrently with defined success metrics
A track record of creative problem-solving and the ability to operate effectively in ambiguous, rapidly evolving environments where priorities shift quickly

Responsibilities

Migration Revenue Realization & Portfolio Management
Own migration revenue realization outcomes for a portfolio of startup migration deals, ensuring attainment against forecasted revenue targets across eligible migration programs.
Inspect portfolio health using dynamic revenue forecasting and trend categorization — prioritizing intervention on migrations that have not launched, have stopped spending, or are experiencing revenue decline, before focusing on accelerating growth
Monitor and optimize revenue telemetry for each migration type in your portfolio, understanding the specific tracking mechanism and ensuring compliance with requirements and guidelines
Triage and resolve migration blockers using proven accelerators: driving Experienced Based Accelerators for quick starts, implementing accelerated onboarding and initiation processes, optimizing deal scope prior to winning, and ensuring strategic partner engagement
Coordinate with Partner Delivery teams on partner-funded migrations within your portfolio, ensuring alignment on migration success activities and revenue realization outcomes
Customer Engagement & Migration Execution
Engage directly with startup leadership to understand their technical architecture, business priorities, growth trajectory, and migration drivers — translating these into actionable migration strategies that align with revenue realization timelines
Conduct architectural assessments and service mapping, identifying source-platform service equivalents on AWS and designing migration paths that align with the customer's engineering culture and release cadence
Accelerate migration velocity by connecting customers with the right AWS resources, tools, and programs at the right time: removing friction and keeping momentum high
Drive cost optimization from day one, helping customers leverage AWS pricing models, Savings Plans, Reserved Instances, Spot, and Graviton to maximize value — recognizing that cost efficiency directly impacts both customer satisfaction and sustained post-migration spend
Credibly articulate AWS differentiation in the context of the customer's current platform, addressing technical concerns, performance comparisons, and ecosystem advantages with depth and honesty
Strategic & Cross-Functional
Coordinate across AWS internal teams (account teams, solutions architects, migration program teams, service teams, support) to deliver a seamless customer experience — absorbing internal process complexity and organizational boundaries so they are not exposed to the customer
Serve as the voice of startup migration customers back into AWS, advocating with product, program, and service teams to improve the migration experience and close gaps that matter to startups switching platforms
Create and share migration-focused content — playbooks, case studies, best practices — that helps the broader startup community navigate their journey to AWS
Identify post-migration adoption opportunities, helping customers deepen their use of AWS services beyond the initial migration scope — driving sustained and growing revenue post-migration

Benefits

health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage)
401(k) matching
paid time off
parental leave

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