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Description

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.

Key job 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

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.