Strategic BD Account Manager, DoD 4th Estate Defense Agencies

Job :  | Amazon Web Services, Inc.

Are you passionate about the intersection of cloud computing, satellite communications, generative AI, and edge computing for the Department of War? Do you have a deep understanding of the DoW mission and the ability to communicate complex technical and strategic concepts to the most senior leaders across the defense enterprise? If so, Amazon Web Services (AWS) wants to talk to you.

• Serve as a key advisor and member of the leadership team for the 4th Estate Defense Agency Senior Sales Manager, driving overall AWS strategy and execution within the Defense Agency market.
• Engage directly with DoW CIO and senior leaders at 4th Estate Agencies on internal and external IT modernization strategies.
• Define and execute a strategic market development plan that identifies cross-organizational opportunities in partnership with key internal stakeholders (e.g., sales teams, service teams, marketing, partner team, legal, support).
• Define and size the total addressable opportunity across the DoW customer space; identify and engage key customers, Independent Software Vendors (ISVs), and System Integrators (SIs).
• Build and support the business development pipeline by engaging with key prospects and industry partners.
• Understand the technical requirements of our customers and work closely with internal development teams to guide the direction of AWS product offerings.
• Present business reviews to AWS senior management regarding progress, roadblocks, and strategic recommendations for expanding market reach.
• Manage a high volume of engagements and customer interactions in the fast‑paced cloud computing market.

• 7+ years of technical sales in B2B environments, in a solution‑sales / technology‑related environment experience.
• Bachelor's degree.
• Experience in strategy development.
• Experience developing and executing strategic market development plans.
• Current, active US Government Security Clearance of Top Secret or above.

• AWS Certification (Cloud Technologist, Solutions Architect, Sys Ops Administrator, Developer).
• Knowledge of existing and developing technologies.
• Experience working in complex IT environments or equivalent.
• Established relationships within 4th Estate Defense Agencies (e.g., DISA, DLA, DARPA, MDA, DCSA, DIA).
• Experience with DoW acquisition processes and budget cycles.
• Knowledge of cloud computing architectures, generative AI, satellite communications, and edge computing technologies.

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

Salary: USD  –  annually (USA, VA, Arlington; USA, VA, Herndon).