Sr Account Executive, US Army

About the role

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 who are reinventing their IT strategy through cloud computing. 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.

Responsibilities

• Develop and grow a book of business within the US Army as part of a dedicated sales team.
• Drive business and technical relationships, closing deals rapidly by defining, identifying, and pursuing key opportunities.
• Establish deep business and technical relationships through knowledge of the customer’s mission and environment, engaging daily with military and civilian stakeholders.
• Own your business and attainment goals, executing an account strategy that drives revenue growth across the US Army portfolio, from infrastructure modernization to advanced mission workloads.
• Build executive relationships with senior military leaders, SES civilians, program managers, and contracting officers by demonstrating deep mission knowledge.
• Hunt and close high-value opportunities, maintaining a robust pipeline and consistently exceeding quota.
• Lead pursuit teams, orchestrating multi-role teams including Solutions Architects, Technical Account Managers, Partner Development Managers, and Delivery specialists on complex engagements.
• Navigate the ecosystem by working with Federal Systems Integrators, ISVs, and solution providers to create joint value propositions and accelerate US Army Cloud adoption.
• Think strategically, translating the Army's 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 meet customer and business needs.

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.
• Technical and business background enabling interaction with senior military and civilian leaders, staff officers, contracting officials, software developers, and architects.
• Strategic mindset with the ability to build and convey 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 directly managing and being responsible for 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

Diverse Experiences: AWS values diverse experiences. Even if you do not meet all preferred qualifications, we encourage you to apply if your career path is unconventional or includes alternative experiences.

Why AWS? Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and continue to innovate, earning the trust of startups to Global 500 companies. Our robust suite of products and services powers their businesses.

Inclusive Team Culture: AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion, empowering our people to take pride in their uniqueness. Inclusion events foster stronger, more collaborative teams. Innovation thrives on the bold ideas, fresh perspectives, and passionate voices our teams bring.

Mentorship & Career Growth: We continuously raise our performance bar in our mission to become Earth’s Best Employer. You’ll find endless knowledge-sharing, mentorship, and career-advancing resources to help you grow into a well-rounded professional.

Work/Life Balance: We value work-life harmony. Success at work should never come at the expense of personal well-being. We strive for flexibility in our working culture, ensuring you feel supported both professionally and personally.

Pay

Base salary ranges:

• USA, MD, Annapolis Junction: $142,800.00 - $193,200.00 USD annually
• USA, VA, Arlington: $142,800.00 - $193,200.00 USD annually
• USA, VA, Herndon: $142,800.00 - $193,200.00 USD annually

Your Amazon package includes sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on experience, qualifications, and location.

Benefits

• Comprehensive health insurance (medical, dental, vision, prescription, Basic Life & AD&D, with options for supplemental life plans).
• Employee Assistance Program (EAP), Mental Health Support, and Medical Advice Line.
• Flexible Spending Accounts.
• Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off and parental leave.

Learn more about our benefits at amazon.jobs/en/benefits.