Senior Account Executive, Global DefenseTechs, Worldwide Public Sector ISVs, Global DefenseTech ISV Sales
About the role
Amazon Web Services (AWS) is seeking a results-driven Partner Account Manager to own and grow a portfolio of Global Defense Technology Independent Software Vendors (ISVs) within our Worldwide Public Sector (WWPS) organization. In this role, you will serve as the primary business owner for a strategic book of ISV partners building mission-critical solutions for U.S. Defense customers — spanning global Civilian, Defense and National Security verticals. You will drive direct revenue growth by expanding each partner's AWS consumption, accelerate their platform modernization on AWS, and develop joint go-to-market motions that deliver differentiated outcomes for Federal end-customers. This is a high-impact, portfolio-management role that blends strategic account planning with hands-on execution across sell-to and co-sell motions. You will work at the intersection of cloud technology, Federal compliance, and partner ecosystems — collaborating with AWS field sellers, solution architects, and executive leadership to unlock new growth vectors for partners and AWS alike.
Key job 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
Basic 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
- This position requires that the candidate selected be a US Citizen
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