Sr Partner Account Executive - Aerospace and Defense Partners, Global Defense Partners

Overview

We are seeking a self‑starter to lead and own revenue generation in a division of one of AWS’s largest Global Defense Partners accounts. The role requires a team player focused on increasing awareness and adoption of Amazon Web Services by engaging with internal stakeholders to reinvent their IT strategy and mission delivery through cloud computing solutions.

As a Senior Account Manager within Amazon Web Services (AWS), you will drive the growth and shape the future of an emerging technology in one of our most critical accounts. Your broad responsibilities will include developing and managing a growing customer base that serves global government missions and the U.S. Department of Defense and National Intelligence communities. You will drive business and technical relationships, launch customers rapidly, and help define, identify, and pursue key cloud‑related opportunities, determining the most effective go‑to‑market strategies while collaborating with commercial sales, legal, marketing, product, contracts, and executive leadership teams.

This position requires that the candidate be a U.S. citizen and maintain an active TS/SCI security clearance.

• Set a strategic sales plan for target markets in line with AWS’s strategic direction, driving 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, and 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 driving 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 success using AWS services, ensuring they have the necessary technical resources.
• Understand customer technical requirements and collaborate with internal development teams to guide product offerings for developers.
• Prepare and deliver business reviews to senior management regarding quarterly and yearly strategies, aligning with revenue growth expectations.
• Manage complex contract negotiations and liaise with the legal group.
• Accelerate customer adoption and satisfaction.

• 7+ years of direct sales or business development in software, cloud, or SaaS markets selling to C‑level executives.
• 10+ years of business development, partner development, sales, or alliances management experience.
• Bachelor’s degree or equivalent.

• 5+ years of building profitable partner ecosystems.
• Experience developing detailed go‑to‑market plans.

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