Strategic BD Account Manager, DoD 4th Estate Defense Agencies

About the role

AWS is seeking a Strategic Business Development Account Manager to lead engagement with the 4th Estate Defense Agencies. The successful candidate will serve as a trusted advisor to our customers, partnering with AWS sales, business development, and solutions architecture teams to deliver transformative cloud capabilities to the 4th Estate. This role also offers the opportunity to shape AWS's product roadmap by driving new requirements and capabilities into our expansive portfolio of services.

Key job responsibilities

• Serve as a key advisor and member of the leadership team for the 4th Estate Defense Agency Senior Sales Manager, driving overall AWS strategy and execution within the Defense Agency market
• Engage directly with DoW CIO and senior leaders at 4th Estate Agencies on internal and external IT modernization strategies
• Define and execute a strategic market development plan that identifies cross-organizational opportunities in partnership with key internal stakeholders (e.g., sales teams, service teams, marketing, partner team, legal, support)
• Define and size the total addressable opportunity across the DoW customer space; identify and engage key customers, Independent Software Vendors (ISVs), and System Integrators (SIs)
• Build and support the business development pipeline by engaging with key prospects and industry partners
• Understand the technical requirements of our customers and work closely with internal development teams to guide the direction of AWS product offerings
• Present business reviews to AWS senior management regarding progress, roadblocks, and strategic recommendations for expanding market reach
• Manage a high volume of engagements and customer interactions in the fast-paced cloud computing market

Basic Qualifications

• 7+ years of technical sales in B2B environments, in a solution-sales / technology-related environment experience
• Bachelor's degree
• Experience in strategy development
• Experience developing and executing strategic market development plans
• Current, active US Government Security Clearance of Top Secret or above

Preferred Qualifications

• AWS Certification (Cloud Technologist, Solutions Architect, SysOps Administrator, Developer)
• Knowledge of existing and developing technologies
• Experience working in complex IT environments or equivalent
• Established relationships within 4th Estate Defense Agencies (e.g., DISA, DLA, DARPA, MDA, DCSA, DIA)
• Experience with DoW acquisition processes and budget cycles
• Knowledge of cloud computing architectures, generative AI, satellite communications, and edge computing technologies