Sr Account Mgr, USAF

About the role

Amazon Web Services is seeking a sales leader to support our Air Force Information and Intelligence customers. In this role, you will drive the growth and shape the future for emerging technologies by prospecting and closing net-new business while managing an existing portfolio of customers. The focus is on driving revenue, adoption, and market penetration in the USAF, including developing business and go-to-market strategies, collaborating across AWS, and engaging with customers and industry partners to influence and accelerate adoption.

The role requires experience in the full sales cycle, opportunity management, and customer relationship management for emerging technology programs in the Department of War (DoW). The ideal candidate will have expertise operating in entrepreneurial and highly matrixed environments, the ability to translate customer requirements into technology solutions, and past performance implementing and growing technology solutions. Candidates should understand DoW and Intelligence Community infrastructures, policies, and operational performance requirements.

This position requires the candidate to be a US Citizen and currently possess and maintain an active Top Secret security clearance.

Responsibilities

• Drive revenue and market share in a defined region
• Accelerate customer adoption and customer satisfaction
• Maintain a robust sales pipeline
• Work with partners to extend reach and drive adoption
• Manage contract negotiations
• Develop strategic relationships with key accounts
• Meet regularly with DoW executive leaders and mission owners to understand their mission requirements

Qualifications

Basic Qualifications

• 7+ years of direct sales or business development in software, cloud, or SaaS markets selling to C-level executives
• Bachelor's degree
• 5+ years of relevant professional or military experience
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Experience influencing at all levels within an organization, particularly at the executive level
• Experience producing executive-level written materials and presenting to executive audiences
• Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent
• Current, active TS/SCI US Government Security Clearance
• Analytical and data-driven, with ability to demonstrate balanced strategy and planning, and execution skills

Preferred Qualifications

• Master's degree in a technical field
• Experience in technical leadership of development, testing, and implementation of large-scale, complex technology projects
• Experience with government procurement and contracting process
• Experience managing programs across cross-functional teams, building processes, and coordinating release schedules
• Experience developing, negotiating, and executing business agreements
• Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent

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.

Why AWS?: Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture: AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth: We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship, and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance: We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

Pay

The base salary range for this position is:

• USA, MD, Jessup: $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 will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location.

Benefits

Amazon offers comprehensive benefits including:

• Health insurance (medical, dental, vision, prescription)
• Basic Life & AD&D insurance and option for Supplemental life plans
• Employee Assistance Program (EAP) and Mental Health Support
• 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.