Sr Account Executive, US Army

How would you like to build the AWS Cloud Computing business for the US Army and Department of Defense (DoD)? Join a team focused on cloud transformation and adoption of Amazon Web Services by engaging with key DoD customers, systems integrators, and solutions providers reinventing their IT strategy through cloud computing.

About the role

As a Sales Executive for Amazon Web Services (AWS), you will shape and deliver a strategy to build mind share and broad use of Amazon’s utility computing web services, including Amazon EC2, Amazon S3, Amazon RDS, and others. You will develop a growing book of business within the US Army, driving business and technical relationships to close opportunities rapidly.

Responsibilities

• Own your business and attainment goals, developing and executing an account strategy to drive revenue growth across the US Army portfolio.
• Build executive relationships with senior military leaders, SES civilians, program managers, and contracting officers through deep mission knowledge.
• Identify, qualify, and pursue high-value opportunities to maintain a robust pipeline and consistently exceed quota.
• Lead pursuit teams, orchestrating multi-role teams of Solutions Architects, Technical Account Managers, Partner Development Managers, and Delivery specialists.
• Navigate the ecosystem by working with Federal Systems Integrators, ISVs, and solution providers to accelerate US Army Cloud adoption.
• Translate the Army's strategic priorities into compelling AWS solutions and business cases.
• Serve as the customer’s advocate, bringing the voice of the US Army back to AWS product and engineering teams to influence roadmap and service development.
• Travel as necessary to engage with customers and stakeholders.

Requirements

• 7+ years of direct sales or business development experience in software, cloud, or SaaS markets, selling to C-level executives.
• 10+ years of business development, partner development, sales, or alliances management experience.
• US citizenship and ability to obtain and maintain an active TS security clearance.
• Business background enabling engagement at senior military and civilian levels.
• Technical background to interact with staff officers, contracting officials, software developers, and architects.
• Strategic thinking about mission, product, and technical challenges, with the ability to build compelling value propositions.

Preferred Qualifications

• Master's degree in business administration, finance, economics, computer science, data science, engineering, or a related field.
• 5+ years of experience managing multiple large projects.
• 5+ years of experience with enterprise-scale infrastructure or development-based cloud programs/projects in a related industry.
• Experience engaging and presenting to senior executives (CXO level).
• Experience with US Army-specific programs, architectures, or modernization initiatives.
• Familiarity with AWS services and how they map to DoD mission outcomes.

About the team

AWS values diverse experiences and encourages candidates from all backgrounds to apply, even if they do not meet all preferred qualifications. Our inclusive culture promotes collaboration, innovation, and continuous learning, with employee-led affinity groups and inclusion events fostering stronger teams.

Benefits

• Comprehensive health insurance (medical, dental, vision, prescription, Basic Life & AD&D, with optional supplemental life plans).
• Employee Assistance Program (EAP), Mental Health Support, and Medical Advice Line.
• Flexible Spending Accounts (FSA).
• Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off and parental leave.
• Sign-on payments, restricted stock units (RSUs), and sales incentives.

Pay

Base salary range: $142,800.00 – $193,200.00 USD annually (locations: MD, Annapolis Junction; VA, Arlington; VA, Herndon). Final compensation will be determined based on experience, qualifications, and location.