Amazon Web Services (AWS)

Field Account Manager, Startups

- Top Rep - 2023
- Top Account Team - 2022, 2023

ISR, Startups

Top One Percenter Academy

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Partner

Bowie High School Boy's Lacrosse

Leading the defensive strategy for the Varsity Boy's lacrosse team
Coaching and helping young men grow through the Creator's Game
Helped team get to first district playoffs in 10 years

Varsity Defensive Coordinator

Billd

- Team lead for outbound sales team of 5
- Helped drive sales strategy, sales motion, and tactics
- Mentor new hires

Senior Account Executive, Team Lead

- First outbound salesperson
- Helped build the outbound GTM strategy
- Drove customer acquisition, partner and association relationships, tradeshow and industry events

Regional Account Executive - Texas

billd focuses on 4 main solutions for commercial contractors:

1. Growing into more, larger, and more complex jobs
2. Bridging the cashflow and repayment gap with pay when paid, up to 120 day terms
3. Tip the negotiation scale with your suppliers by leveraging cash up front payment
4. Streamline your purchase process with any supplier in North America

Account Manager

Rapid7

- Grew territory revenue by 141% 
- 14 net new logos
- First $100k month on team
- Mentored 4 new hires
- Cross sell/upsell current customer $240k
- Closed largest single deal in territory since 2016

Account Executive - Austin

Social Solutions

COO of Inside Sales Advisory Board
Mentor for new hires

Inside Sales Consultant, Non Profit

TriNet

Top pipeline generation through 2 quarters
Top of all ISO consultants through 2 quarters
Pipeline of $759k in first 90 days

Sales Consultant, Startups

Mitratech

North East United States and EMEA
105% quota attainment
98% customer retention
Team Lead and Mentor

Prospect North East USA and EMEA to discover new business.
• Generate meetings between Account Executives and potential new clients.
• Maintain customer records using automated systems.
• Work with Account Executives to develop strategies for new client development.
$1.3m net new opportunities in pipeline

Business Development Associate

Dell

Enterprise ISAM - Higher Education
Managed the relationship between Dell and all CUNY and SUNY institutions.
Averaged over 100% attainment for last 4 quarters.
Reached 126% in Q2 2016
$80M book of business
$30M in net new revenue

Inside Sales Account Manager

Southwestern University

Assistant defensive coach worked specifically with Defensive Middies and Man down defense. 

Instate Recruiting

Men's Lacrosse Assistant Coach

I work with Startups who are changing the world and enable them to innovate faster utilizing the best in class cloud infrastructure.

I have been in tech/SaaS sales for years and continue to gravitate towards working with (or for) Startups.

Why?

Because Startups continue to push the envelope of what is possible, create new ways to overcome problems, and I happen to have a few friends who started their own businesses.

As an Account Manager, I have the unique privilege to work with Startups across industries and help them reach their goals.

We take a "working backwards" approach so that we understand the business goals and then work with our customers to put together the best solution for each use case, not the other way around.

Justin Corwin

• Facilitated cloud-infrastructure (vCPU and instance) increases to support growth of Startup end-users from <1,000 active users (beta) to 100,000+ active users
        > Escalations and agreements surfaced to AWS Startup leadership (L8) and Startup founder and CEO
• Coordinated Startup Customer/AWS Partnership agreements, amounting to a $1.92M in workload contract and a $[redacted] AWS-investment in Startup technology
• Connected Startup with AWS Service Specialist, regarding issues with an external call center. The extended Account team facilitated a $300k ARR migration in less than 4-weeks, decreased TCO, and increased end-customer experience by 23%.
• Consulted on a Startup, SaaS payment platform that limited the Startup's financial obligations, catered to all end-users (other startups and enterprise customers), and made available their HYPAA-compliant data.
        > Agreements incorporated Startup Founder & CEO, payment processor Founder & CEO, and AWS Leadership, on the first-of-its-kind SaaS 'escrow' payment system.

• Managing a book of business totaling $10.34MM of annual recurring revenue (ARR) and $14.46MM in annual cloud computing charges
• Supporting customers totaling $538.24MM in pre-Seed through Series B funding on cloud service considerations, cost optimizations, platform credit applications, partner engagements and AWS co-selling
• Own and facilitate strategic engagements between Startup C-Suite and pan-Amazon VP-Level (L8), currently negotiating to $2.50MM in AWS Enterprise Discount/Private Pricing spending agreements

Startup Account Manager

• Managed a book of business totaling $8.15MM of annual recurring revenue (ARR), and $11.31MM in annual charges
• Achieved an account growth rate of 121% (+24% field average), 70.07% launch rate (+21.67% field average), $137.42k average deal size (+26.3k ARR field average), and 5.59mo. average sales cycle (vs. 7.23mo. field average)
• Supported customers totaling $385.94MM in pre-Seed through Series C funding on cloud service considerations, cost optimizations, platform credit applications, partner engagements and AWS co-selling
• Bootstrapped and created sales tool, receiving backing from AWS Director-Level (L-8). Tool has been scaled to 250+ AWS Startup Sellers, and is being piloted for scaling to AWS Worldwide and Segment Sellers
        > Managed a team of 14 program leads in building and scaling a tool that led to $672MM in additional ARR
        > Coordinated project timeline, budget, development, stakeholders, and reporting
        > Consulted on end-user preferences including User Interface (UI), User Experience (UX), and backend data-collection/manipulation decisions
• Owned and facilitated strategic engagements between Startup C-Suite and AWS VP-Level (L-10), leading to $6.3MM in AWS Enterprise Discount/Committed Contract spending agreements

Startup ISV Inside Sales Representative

• AWS SysOps Administrator - Associate

• Sourced 728 high quality opportunities totaling $80.96MM in annual recurring revenue (ARR), averaging 346% quota attainment Q1’22-Q1’23
• Achieved an opportunity launch rate of 41%, & a closed-lost rate of only 32%
• Internally consulted with customers totaling $191.95MM ARR on cloud service considerations, cost optimizations, platform credit applications, partner engagements, and AWS co-selling
• Catered to Startups, ranging from Seed through Series E, orchestrating relationships between Startup C-Suite Officials and AWS VP Level (L10) engagements
• Fostered deals averaging $111.22K from prospect through launch, with an average sales cycle of 6.12 months
• Managed a team of 6 in developing an internal platform to scale customer outreach successes; the tool was scaled to 500+ AWS Startup sellers, and saved sellers 2 hours per week
• Headed a team of 5 sellers in a pitch to AWS VP leadership, and competing against 113 AWS World-Wide teams; placed third, overall, and received funding for project completion

Startup ISV Demand Generation Representative 

• AWS Certified Solutions Architect - Associate
• AWS Certified Developer - Associate

• Created 32 opportunities totaling $7.93MM in annual reoccurring revenue, including opportunities as large as $2.4MM annual revenue
• Linked the most customers with AWS Partners on team, including 34.37% of all opportunities created, and generating 66.67% higher customer launches
• Created and co-chaired an internal AWS APN Networking event to educate DG Reps on Partner strengths, specialties, and ideal customers
• Headed AWS technical enablement for new-hire cohort of 9

Demand Generation Representative

{Break}

• Passed: Certified Cloud Practitioner
• Failed: AWS Certified Solutions Architect - Associate (Score = 694)

• Developed customer-focused business strategies around Cloud adoption, increasing account revenue growth by 198%
• Constructed and presented business strategies around AWS services, cost projections, and features for client Cloud adoption
• Connected 6% of non-billing, prospect customers with AWS tech partners- achieving the highest conversion rate of the 147 sales interns

Wild Idea Buffalo Co. LLC 

• Fence building- including boring braces, aligning and pounding fence posts, setting wires, installing staples and clips
• Buffalo harvest- assisted on humane field harvest, loading, scrap collection and sanitation, disposal of scraps, salting of hide 
• Carpentry- including framing of interior and exterior walls, framing of doors and windows, fabrication of ceiling joists and floorboards, enclosing of fixture with plywood, and enclosing fixture with steel siding and soffit, roofing (both steel and shingle), and tongue-and-groove boards

Ranch Hand

Marathon Petroleum Corporation

•	Lead and assisted in projects whose budgets exceeding $16.3MM
•	Requested quotes, tracked, and managed material and service purchase orders totaling over $950M for various terminal locations in 7 states- via SAP
•	Assisted in the conceptual, feasibility, definition, and implementation of five oil-water-separator projects
•	Traveled over 7,700 miles to various terminal locations, accessing project viability, determining project scope, and managing project installment
•	Verified project definitions met governmental and organizational standards and tolerances
•	Independently wrote internal project standards for projects scopes involving oil-water-separators
•	Assumed all responsibilities for coworker (Project Engineer II) absent on extended leave

Project Engineer

GE Aviation

•	Cut product cost by $118.28 through time and material reductions
•	Used Six Sigma practices to analyze data points and trends from live production reports- via Excel
•	Received distinguished recognition for work dismissing a part recall
•	Collaborated on design ideas used to increase machine precision by (a projected) 60% 
•	Updated procedures to account for CMM errors found in assorted characteristic inspections
•	Created system to educate associates on engineering drawing characteristics and reduce noncomforming production parts

Mechanical/Process Engineer

The Goodyear Tire & Rubber Company

•       Surpassed project targets by 500%
•       Edited, proofed, and created extensive coding for internal, confidential Guided User Interface (GUI)- via MATLAB
•       Software saved tire tread engineers 15 minutes of calculations per tire tread design
•       Coding incorporated more than 10 files and 10,000 lines of internal coding

Internal Software Engineer (Cooper Tire & Rubber Company)

"I am a professional with ambition and an aptitude for curiosity. The Cloud fuels these fixations, and I am eager to build my career in this exciting and evolving industry. As I begin my Cloud journey with AWS, I aspire to immerse myself in Customer Obsession and do my part in making Amazon Earth's Best Employer."

taplio

The Battle

Justin Corwin

McClain E. Brown ☁️

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