Sr. Account Manager - DHS, Federal Civilian Team

Job Summary

Amazon Web Services (AWS) is seeking a self-starter to lead and own revenue generation in the Federal Civilian business. This role requires a cross‑functional leader focused on increasing awareness and adoption of AWS by engaging with Department of Homeland Security mission owners, technical leaders and a partner network of solution providers who are reinventing their IT strategy by adopting and delivering cloud computing solutions.

As an Account Manager within AWS you will have the exciting opportunity to help drive the growth and shape the future of an emerging technology. Your broad responsibilities will include developing and managing a growing customer base across the Department of Homeland Security. You will drive business and technical relationships and help customers accelerate mission outcomes by helping to define, identify, and pursue key cloud related opportunities.

This includes determining the most effective go‑to‑market strategies, and collaborating with Technical Sales, Legal, Marketing, Product, Contracts and Executive leadership 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 with these agencies and our partner network (SIs and ISVs) that support these customers. The ideal candidate will possess a business background that enables them to drive an engagement at the CXO and mission‑owner 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 that connect technology to mission outcomes.

This position requires that the candidate selected be a US Citizen.

Limited to moderate travel required.

• Set a strategic sales plan for your target markets in line with the AWS strategic direction and customer mission priorities.
• Drive revenue and market share in a defined territory.
• Maintain an accurate and robust pipeline and forecast of business opportunities.
• Identify specific prospects, partners, and channels to approach while communicating the specific value proposition for their mission 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 and how they enable mission delivery.
• Develop and manage the sales pipeline by engaging with prospects, partner network, and key customers across mission and technical stakeholders.
• Work closely with the customer base to ensure they are successful leveraging cloud services to advance their mission, 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.
• 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 mission success.

• 5+ years of technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services experience
• BA or BS degree in a related field (MBA preferred)
• Experience in management of large, complex enterprise accounts or equivalent
• 10+ years of enterprise commercial sales experience