Senior Account Manager Public Sector - Defence

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.

• 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.

• Lead discovery and strategy sessions with senior defence stakeholders to uncover transformation opportunities.
• Present business reviews to AWS leadership on territory progress, pipeline health, and growth levers.
• Coordinate with partners and internal teams to progress complex, multi-stakeholder deals.
• Balance high-volume engagement across your territory with deep strategic work on priority accounts.
• Travel to customer sites as needed (UK-wide).

• Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent.
• Experience influencing senior leaders/stakeholders.
• Knowledge of cloud computing technologies.
• 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 BS degree.
• Experience selling AI/ML solutions.
• Experience in B2B or enterprise sales with a focus on hunting new business.
• AWS Cloud Practitioner certification.
• Experience increasing technology adoption and creating long-term transformational account strategies or equivalent.
• Demonstrated success in identifying, developing, negotiating, and closing large-scale technology projects to Strategic Customers.

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Company: AWS EMEA SARL (UK Branch)

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