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

Amazon Web Services (AWS) · Denver, CO · 3 wk ago

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About the role

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

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

Requirements

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

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

Skills

Results-driven
Strategic thinker
Strong negotiation and deal-making skills
Excellent communication and collaboration skills
Ability to navigate complex regulatory environments

Benefits

Comprehensive benefits including health insurance, retirement plans, paid time off, and parental leave

Pay

Base salary range: $157,100.00 - $212,600.00 USD annually

Schedule

Full-time