We are seeking a self-starter to lead and own revenue growth in a division of one of AWS's largest government global segments. The role requires a team player with a focus on increasing awareness and adoption of Amazon Web Services (AWS) within the 4th Estate/US Department of War, Defense Agencies business with named customers including but not limited to: DPAA, WHS, PFPA, NDU and MC&FP Agencies. As an Account Executive within AWS, you will have an exciting opportunity to drive the growth and shape the future of emerging technology in one of our most critical business segments. Your broad responsibilities will include developing and managing a growing customer as they serve critical missions in the Department of Defense community. You will drive business and technical relationships and launch customers at a rapid rate by helping to define, identify, and pursue key cloud related opportunities. This includes determining the most effective go-to-market strategies, and collaborating with the AWS partner, legal, marketing, product, contracts and executive leadership teams along the way. You will establish deep business and technical relationships through your knowledge of the customer's mission and the environment. You will have day-to-day interactions within the larger account and with the community of partners that support the global account and its customers. The ideal candidate will possess a business background that enables them to drive an engagement at an executive level. You should also have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions.

This position requires that the candidate selected be a US Citizen and obtain and maintain an active Secret security clearance.

Key job responsibilities
Set a strategic sales plan for your target markets in line with the AWS strategic direction. - Drive revenue and market share within the global account business area.

Maintain an accurate and robust pipeline and forecast of business opportunities. - Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.

Serve as a key member of the AWS Public Sector team in helping to drive adoption of the overall AWS market and technical strategy.

Understand the technical considerations and certifications specific to the public sector.
Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.

Work closely with the customer base to ensure they are successful using our web services, making sure they have the technical resources required.
Understand the technical requirements of your customers and work closely with the internal development team to guide the direction of our product offerings for developers.

In coordination and collaboration with others on the global account teams, prepare and deliver business reviews to the senior management team regarding quarterly and yearly strategies to align with revenue growth expectations.

Manage complex contract negotiations and liaison with the legal group. - Accelerate customer adoption and customer satisfaction

A day in the life
The role requires aligning cross-functional organizations with strategic partners including Management Consulting firms, Independent Software Vendors (ISVs), and the Defense Industrial Base (DIB). All working collectively to address complex customer challenges. This position requires defining comprehensive engagement strategies for enterprise-wide defense programs, including structured roadmaps, required resources, stakeholders, and timelines.
The role is accountable for ensuring internal Senior Global Defense executives remain aligned on business objectives and technical direction. This includes writing business cases to support customer compelling needs (6-pagers) as well as representing AWS as a thought leader in mission readiness and defense modernization (Generative AI, Autonomous Systems and Zero Trust).


About the team
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
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

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.

Basic Qualifications

- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 9+ years of business development, partner development, sales or alliances management experience

Preferred Qualifications

- 7+ years of building profitable partner ecosystems experience
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including 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, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually
USA, VA, Herndon - 142,800.00 - 193,200.00 USD annually