Senior Account Executive, Global DefenseTechs, Worldwide Public Sector ISVs, Global DefenseTech ISV Sales
Amazon Web Services (AWS) · Atlanta, GA · 3 wk ago
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About the role
This position requires that the candidate selected be a US Citizen.
Responsibilities
- Own a portfolio of Defense Technology ISV partners as customers — drive direct AWS revenue growth
- Develop and execute strategic account plans for key partners focused on growing their AWS cloud footprint, modernizing platform architectures, and accelerating new product development on AWS
- Build and maintain an accurate pipeline and forecast of sell-to opportunities aligned with each partner's infrastructure roadmap, product releases, and government contract vehicles
- Drive joint GTM motions — identify, develop, and close co-sell opportunities across Defense end-customers by articulating the differentiated value of each partner's solutions running on AWS
- Collaborate with AWS field sellers, Partner Solutions Architects, and Service Teams to remove adoption blockers, guide technical direction, and ensure partners are enabled to build, certify, and scale on AWS
- Navigate Federal compliance and certification requirements (FedRAMP, IL2–IL6, CMMC) to help partners achieve authorization milestones that unlock new revenue
- Deliver quarterly business reviews to senior leadership outlining portfolio health, revenue trajectory, consumption trends, pipeline coverage, and strategic investment recommendations
- Accelerate customer adoption, partner satisfaction, and measurable outcomes across both the sell-to and GTM motions
- Serve as the voice of the customer/partner internally — advocate for partner across AWS product, programs, and go-to-market teams
Qualifications
- Experience identifying, developing, negotiating, and closing large-scale technology deals
- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- Knowledge of software development practices and data center/infrastructure/networking technologies
- Experience selling into Federal and Defense Customers