Senior Account Executive, Global DefenseTechs, Worldwide Public Sector ISVs

About the role

AWS is seeking a senior partner account manager to grow and develop our strategic partnership and position. This global role will work closely with technology providers building and deploying defense related solutions at scale with a global remit.

Key job responsibilities

• Drive revenue and market share within a defined territory by applying strategic, value-based selling, business case development, ROI analysis, and customer references
• Manage the end-to-end sales process by engaging the right resources — Solutions Architects, Professional Services, Executives, and Partners — at the right stages
• Create and articulate compelling value propositions around AWS cloud and AI services to address mission outcomes
• Accelerate customer adoption of cloud and AI across the Defense ecosystem
• Develop and execute partner strategies to extend reach, deepen relationships, and drive joint pipeline

About the team

Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

What We're Looking For

• Strategic planning experience in a highly matrixed, cross-functional environment
• Executive presence with strong relationship-building skills at the C-suite level
• Excellent communication and presentation skills, including the ability to influence without authority
• A results-oriented mindset with a bias for action and accountability

What You'll Do

• Build and maintain a robust, qualified sales pipeline with disciplined forecasting
• Manage the end-to-end sales process by engaging the right resources — Solutions Architects, Professional Services, Executives, and Partners — at the right stages
• Drive revenue and market share within a defined territory by applying strategic, value-based selling, business case development, ROI analysis, and customer references
• Create and articulate compelling value propositions around AWS cloud and AI services to address mission outcomes
• Accelerate customer adoption of cloud and AI across the Defense ecosystem
• Develop and execute partner strategies to extend reach, deepen relationships, and drive joint pipeline

Basic Qualifications

• 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
• 10+ years of business development, partner development, sales or alliances management experience
• Current, active US Government Security Clearance of Top Secret or above

Preferred Qualifications

• Experience developing detailed go to market plans
• Experience in technical/IT related sales with medium to large software vendors/customers