Senior Account Executive, Global ISV Sales: DefenseTech

About the role

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

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.

What you will do

The ideal candidate will have a business background that enables them to engage at the CXO level, deep experience with Defense solutions, and knowledge of Defense-specific infrastructure that drives mission-critical innovation. They should bring a proven sales background that allows them to operate effectively with enterprise and government customers, partners, and global AWS field teams. The role requires a demonstrated ability to think strategically about business, product, and technical challenges, and to build and communicate compelling value propositions.

• Drive revenue and market share within a defined territory by applying strategic, value-based selling, business case development, ROI analysis, and customer references
• Manage the end-to-end sales process by engaging the right resources, Solutions Architects, Professional Services, Executives, and Partners, at the right stages
• Build and maintain a robust, qualified sales pipeline with disciplined forecasting
• Create and articulate compelling value propositions around AWS cloud and AI services to address mission outcomes
• Accelerate customer adoption of cloud and AI across the Defense ecosystem
• Develop and execute partner strategies to extend reach, deepen relationships, and drive joint pipeline

What you bring

• Strategic planning experience in a highly matrixed, cross-functional environment
• Executive presence with strong relationship-building skills at the C-suite level
• Excellent communication and presentation skills, including the ability to influence without authority
• A results-oriented mindset with a bias for action and accountability
• 7+ years of sales experience
• Experience and track record of exceeding sales goals
• Experience in executive level engagement with SVP/VP/C-Suite
• Current, active US Government Security Clearance of Top Secret or above

Nice to have

• Experience in large complex deal negotiations with a successful track record
• Experience developing detailed go to market plans
• Experience working with partners to deliver for the mission

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. 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. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, 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 https://amazon.jobs/en/benefits .

• 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

Pay and benefits

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.

About the company

Are you interested in being part of the Public Sector team focusing on Global DefenseTechs and our customers in the migration to Cloud and the evolutionary transformation of their mission critical workloads? Do you have the business savvy, technical background, and sales leadership skills necessary to help position AWS as the cloud provider of choice? AWS is seeking a senior partner account manager to grow and develop our strategic partnership and position. This role will individually drive significant revenue into WWPS’s most sophisticated and demanding global customers spanning Aerospace & Defense, DoD, and NatSec.

Amazon Web Services (AWS) is proud to be the pioneer and widely recognized leader in Cloud Computing.

Equal opportunity and notices

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.