In this role, you will serve as the strategic connective tissue between
AWS and a mission-critical partner operating at the forefront of national security flying satellites, piloting aircraft, and processing the geospatial and mission data that informs real-world decisions. You will own the day-to-day partner relationship, driving joint outcomes across their public sector portfolio while shaping how
AWS capabilities map to their most complex workloads.
The ideal candidate operates fluidly between the boardroom and the build environment equally comfortable presenting a business case to a partner VP as they are whiteboarding an architecture with a development team. You think in terms of mission outcomes, not just product features, and you translate technical differentiation into compelling value propositions that resonate with defense and intelligence stakeholders.
This is not a traditional
account management role. You will need hands-on cloud fluency, a bias for action in ambiguous environments, and the ability to earn trust with technical practitioners and executives alike. If you thrive at the intersection of technology, strategy, and national mission—this is your role.
This position requires that the candidate selected be a US Citizen and currently possess and maintain an active Top Secret security clearance.
Key job responsibilities
Own the partner relationship end-to-end for a strategic Air & Defense account—serving as the single-threaded leader for revenue growth, executive alignment, and joint mission outcomes.
Shape
AWS public sector partner strategy by translating defense market dynamics into
go-to-market plans that accelerate cloud adoption across classified and unclassified workloads.
Build and execute a multi-year strategic sales plan with clear milestones, pipeline targets, and measurable outcomes.
Drive pipeline rigor and forecast accuracy, ensuring leadership has visibility into opportunity progression, risk, and upside.
Navigate complex public sector procurement—GWACs, IDIQs, BPAs—positioning
AWS and partner solutions for competitive wins.
Lead joint pursuits by orchestrating
AWS account teams, solutions architects, and product resources to close high-value opportunities.
Influence
AWS product direction by synthesizing partner and customer requirements around FedRAMP, IL4/5/6, and mission-specific architectures into engineering feedback.
Negotiate complex deal structures spanning prime/sub relationships, teaming agreements, and private pricing arrangements.
Deliver executive business reviews that frame progress against strategic objectives and drive leadership decisions.
A day in the life
A typical day would include meeting with your customer, team members, and
AWS stake holders to work through and solve customer challenges or mission objectives in
AWS.
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.
- 4+ years of B2B sales experience
- Experience in sales or sales management of infrastructure or cloud technology
- 8+ years of professional or military experience
- Experience selling into Defense Industrial Base Prime Contractors
- Current, active US Government Security Clearance of Top Secret or above
- Experience developing detailed
go to market plans
- 4+ years of business development, partner development, sales or alliances management experience
- Experience developing, negotiating and executing business agreements
- Experience with problem solving and disruptive innovation, developing technology programs and working across customer organizations
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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, FL, Virtual Location - Florida - 142,800.00 - 193,200.00 USD annually