Sr. ABM Manager, Defense & National Security, AWS Industry Marketing

Description

The organizations responsible for defending the United States are undergoing a profound technological transformation — and AWS is at the center of it. The AWS Industry Marketing team supports defense and national security customers as they modernize mission-critical systems using the world's most advanced cloud infrastructure, generative AI, and industry solutions.

We are seeking a Senior Account-Based Marketing (ABM) Manager to lead high-impact, targeted marketing programs for the defense and national security community. In this role, you will design and execute strategic ABM programs that drive awareness, engagement, and pipeline growth within a defined set of named government accounts — helping defense leaders understand how AWS capabilities can transform their missions.

This is a senior individual contributor (IC) role requiring both strategic vision and hands-on execution. You will work at the intersection of marketing, field sales, and government relations with direct influence on how AWS shows up for some of the most consequential customers in the world. This role focuses on direct engagement with U.S. government defense agencies and their leadership.

What you'll accomplish in your first 90 days:

• Map the key stakeholders and buying centers within your named account set

• Partner with Product Marketing teammates to audit existing marketing touchpoints and identify gaps in the customer journey

• Partner with your ABM teammates to develop your ABM account plans in alignment with field sales and solutions architects

• Lead targeted ABM activations, including events, content, and campaign customization and establish baseline engagement metrics

Why this role:

• Mission that matters:
  You'll help the organizations protecting national security leverage the most advanced technology in the world

• Unmatched portfolio: AWS offers the broadest and deepest cloud and AI capabilities of any provider — you'll have world-class tools to market

• Visibility and influence:
  This role sits at the intersection of AWS's most strategic growth priorities — defense, national security, and generative AI

• Collaborative team:
  You'll work alongside some of the most talented marketers, technologists, and government affairs professionals in the industry

Key job responsibilities

• Design and execute 1:1 and 1:few ABM programs for a defined portfolio of defense and national security accounts, aligned to account-level business objectives and AWS sales priorities

• Develop account-specific messaging, content, and campaigns that translate AWS cloud and generative AI capabilities into mission-relevant value propositions for defense audiences

• Partner closely with AWS field sales, solutions architects, government affairs, and partner teams to align marketing activity to account strategy and pipeline goals

• Build and manage executive engagement programs, including briefings, round tables, and immersive experiences tailored to senior defense decision-makers

• Measure and report on ABM program performance, including pipeline influenced, account engagement scores, and campaign ROI — continuously optimizing based on data

• Collaborate with the broader AWS Industry Marketing team to share insights, scale best practices, and contribute to the overall defense and national security go-to-market strategy

• Represent AWS at key defense and national security industry events, conferences, and forums

A day in the life

AWS Industry Marketing is responsible for driving revenue, adoption, and growth from the largest and fastest growing enterprise-level customers including public sector customers in the defense and national security sectors of the US government. The Industry Marketing ABM team focuses on building and executing the most effective, tailored and integrated plans for priority 1:1 customers and clusters of customers via 1:

Few. The Sr Defense & National Security ABM Marketer will partner with Sales and other enabling teams to research key customers, develop go-to-market plans, and execute those events and engagements that help drive revenue. This role will interact with Sales teams focused on the US Defense and Intelligence Community, Global Defense Industrial Base…