Account Manager Government Team; Defence

Overview

Join a dedicated account team driving cloud transformation across the UK Defence customer base. You'll work directly with UK Defence leaders and their teams to accelerate the adoption of AWS services – helping the UK’s defence organisations deliver better outcomes, faster and more cost‑effectively.

As an Account Manager within AWS' UK Defence Team, you will drive technology‑enabled transformation through effective engagement with senior defence stakeholders, covering IT and business leaders as well as other cross‑functional organisations within the defence sector. You will establish and build Amazon Web Services value proposition to support systems that deliver capability to some of our largest and most strategic defence customers, promoting AWS as the key cloud technology provider across the strategic accounts you manage.

You’ll own the relationships with key stakeholders, co‑develop a strategic account plan, and execute it end‑to‑end alongside a cross‑functional matrix team (Solutions Architects, Partner Managers, and Professional Services).

• Own your territory:
  Develop and execute a comprehensive account/territory plan targeting growth in AWS service adoption across defence organisations.
• Drive customer outcomes:
  Translate customer challenges into AWS‑enabled solutions, articulating clear value propositions from the CXO level through to business owners, engineers, IT architects and developers.
• Build strategic relationships:
  Engage senior stakeholders with thought leadership on cloud modernisation, data, and AI – positioning AWS as a long‑term strategic partner.
• Manage a healthy pipeline:
  Maintain and progress a robust pipeline of qualified opportunities, ensuring accurate forecasting and consistent deal momentum.
• Accelerate adoption:
  Remove blockers to cloud adoption by working cross‑functionally with Solutions Architects, Professional Services, and partners (ISVs, Systems Integrators).
• Represent the customer voice:
  Advocate internally for your customers' needs, feeding insights back to product and service teams.

• Experience working with and presenting to C‑level executives, IT, and lines of business across organisations or equivalent.
• Knowledge of cloud computing technologies.
• Experience creating and implementing long‑term transformational account strategies in a customer‑facing role or equivalent.
• Experience as a quota‑carrying technology field sales professional with a proven track record of success selling complex cloud solutions to defence customers.
• Must be eligible for appropriate Security Clearance (SC or above).

• Bachelor’s degree or equivalent.
• Experience selling AI/ML solutions.
• AWS Cloud Practitioner certification.
• Experience increasing technology adoption and creating long‑term transformational account strategies or equivalent.
• Experience in B2B or enterprise sales with a focus on hunting new business.

Amazon is an equal opportunities employer. We value your passion to discover, invent, simplify and build.