Senior Account Executive, Global DefenseTechs, Worldwide Public Sector ISVs, Global DefenseTech ISV Sales

About the role

AWS is seeking a Partner Account Manager to own and grow a portfolio of Global Defense Technology Independent Software Vendors (ISVs) within the Worldwide Public Sector (WWPS) organization.

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
• 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

Requirements

This is a high-impact, portfolio-management role that blends strategic account planning with hands-on execution across sell-to and co-sell motions. The candidate must be a US Citizen.

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
• Knowledge of software development practices and data center/infrastructure/networking technologies
• Experience selling into Federal and Defense Customers

Skills

Preferred Qualifications:

• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 5+ years of technical/IT related sales with medium to large software vendors/customers experience

Benefits

Amazon offers comprehensive benefits including health insurance, 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.