Amazon

Senior Account Executive, Global DefenseTechs, Worldwide Public Sector ISVs, Global DefenseTech ISV Sales

Amazon • $142K — $193K *
Arlington, VA 22204In-Person
Aerospace & Defense
5 - 7 years of experience
3 weeks ago
Job Overview by Ladders

Qualifications

  • Experience identifying, developing, negotiating, and closing large-scale technology deals.
  • 7+ years of direct sales or business development in software, cloud, or SaaS markets selling to C-level executives.
  • Knowledge of software development practices and data center/infrastructure/networking technologies.
  • Experience selling into Federal and Defense customers.
  • 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience (preferred).
  • 5+ years of technical/IT related sales with medium to large software vendors/customers (preferred).

Responsibilities

  • Own a portfolio of Defense Technology ISV partners to drive AWS revenue growth.
  • Develop and execute strategic account plans to grow partners' AWS cloud footprint and modernize platforms.
  • Build and maintain an accurate pipeline and forecast of sell-to opportunities aligned with partners' roadmaps.
  • Drive joint Go-To-Market motions and close co-sell opportunities with Defense end-customers.
  • Collaborate with AWS teams to remove adoption blockers and guide technical direction for partners.
  • Navigate Federal compliance and certification requirements to assist partners in achieving authorizations.
  • Deliver quarterly business reviews to senior leadership outlining portfolio health and strategic recommendations.

Benefits

  • Comprehensive health insurance including medical, dental, and vision coverage.
  • 401(k) matching and flexible spending accounts.
  • Paid time off and parental leave.
  • Mental health support and employee assistance programs.
  • Adoption and surrogacy reimbursement coverage.
Full Job Description
Application deadline: Jun 29, 2026

Amazon Web Services (AWS) is seeking a results-driven Partner Account Manager to own and grow a portfolio of Global Defense Technology Independent Software Vendors (ISVs) within our Worldwide Public Sector (WWPS) organization. In this role, you will serve as the primary business owner for a strategic book of ISV partners building mission-critical solutions for U.S. Defense customers - spanning global Civilian, Defense and National Security verticals.

You will drive direct revenue growth by expanding each partner's AWS consumption, accelerate their platform modernization on AWS, and develop joint go-to-market motions that deliver differentiated outcomes for Federal end-customers. This is a high-impact, portfolio-management role that blends strategic account planning with hands-on execution across sell-to and co-sell motions. You will work at the intersection of cloud technology, Federal compliance, and partner ecosystems - collaborating with AWS field sellers, solution architects, and executive leadership to unlock new growth vectors for partners and AWS alike.



This position requires that the candidate selected be a US Citizen.

Key job responsibilities

- Own a portfolio of Defense Technology ISV partners as customers - drive direct AWS revenue growth

- Develop and execute strategic account plans for key partners focused on growing their AWS cloud footprint, modernizing platform architectures, and accelerating new product development on AWS

- Build and maintain an accurate pipeline and forecast of sell-to opportunities aligned with each partner's infrastructure roadmap, product releases, and government contract vehicles

- Drive joint GTM motions - identify, develop, and close co-sell opportunities across Defense end-customers by articulating the differentiated value of each partner's solutions running on AWS

- Collaborate with AWS field sellers, Partner Solutions Architects, and Service Teams to remove adoption blockers, guide technical direction, and ensure partners are enabled to build, certify, and scale on AWS

- Navigate Federal compliance and certification requirements (FedRAMP, IL2-IL6, CMMC) to help partners achieve authorization milestones that unlock new revenue

- Deliver quarterly business reviews to senior leadership outlining portfolio health, revenue trajectory, consumption trends, pipeline coverage, and strategic investment recommendations

- Accelerate customer adoption, partner satisfaction, and measurable outcomes across both the sell-to and GTM motions

- Serve as the voice of the customer/partner internally - advocate for partner across AWS product, programs, and go-to-market teams

BASIC QUALIFICATIONS

- Experience identifying, developing, negotiating, and closing large-scale technology deals

- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience

- Knowledge of software development practices and data center/infrastructure/networking technologies

- Experience selling into Federal and Defense Customers

PREFERRED QUALIFICATIONS

- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience

- 5+ years of technical/IT related sales with medium to large software vendors/customers experience

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, CA, San Francisco - 157,100.00 - 212,600.00 USD annually

USA, CO, DENVER - 142,800.00 - 193,200.00 USD annually

USA, GA, Atlanta - 142,800.00 - 193,200.00 USD annually

USA, TX, Austin - 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

USA, WA, Seattle - 142,800.00 - 193,200.00 USD annually

About Amazon

Audible is a provider of spoken audio information and entertainment , on the Internet. They provide premium spoken audio content, such as audio versions of books and newspapers and radio programs, that is delivered over the Internet and played back on personal computers and hand-held electronic devices. The Audible service allows consumers to purchase and download their content from their Website, store it in digital files and play it back on personal computers and electronic devices. More than 15,000 hours of audio content are available on their Web site, including audio versions of books, periodicals and radio programs. Several manufacturers have agreed to support and promote the playback of their content on their hand-held audio-enabled electronic devices.

Amazon Careers

Joining Amazon presents an unparalleled opportunity to become part of a vibrant team pushing the boundaries of innovation and growth in the global marketplace. As a leader in e-commerce, technology, and logistics, Amazon offers a variety of job opportunities that cater to a range of skills and professional interests. Work You’ll Do At Amazon, every day is an opportunity to collaborate with the brightest minds in technology and business to redefine what’s possible. Whether you’re interested in software development, marketing, human resources, or customer service, Amazon has a position waiting for you. Transform the way the world shops and innovates with our diverse and inclusive team. Amazon is not just a company; it’s a community where you can drive real change and contribute to projects impacting millions globally. Lead with Innovation and Leadership Amazon is the perfect place to enhance your leadership and innovation skills. Our culture encourages pushing the envelope and imagining the unimaginable. Here, you will lead projects that challenge the status quo and define new industry standards. Work with a team that values diversity and is committed to creating an inclusive environment. Our leadership is focused on harnessing the collective power of unique perspectives to foster growth and innovation. Explore Amazon’s Employment Benefits Amazon’s commitment to its employees extends beyond just career growth. We offer competitive benefits, including health care, parental leave, and diversity training, ensuring that our team not only excels professionally but also enjoys well-being and security. Internship and Networking Opportunities Start your career with an Amazon internship and gain hands-on experience that matters. Our internships provide a gateway to full-time employment and an opportunity to network with professionals across various sectors of the company. Future-Proof Your Career With Amazon, your career path is filled with numerous opportunities for advancement. Our learning and development programs are designed to nurture your professional growth and keep you at the forefront of industry trends. Stay Connected Join Our Team Discover the job opportunities at Amazon that match your skills and interests. We are constantly on the lookout for passionate, curious, and innovative team players ready to make a difference. Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. Job Alert Emails Customize your subscription to receive job alerts, the latest news, and insider tips tailored to your preferences. Explore the exciting and rewarding career opportunities that await at Amazon. Amazon is more than just a company—it’s a platform for building a promising future. Whether you’re starting or looking to advance your career, Amazon offers the resources, support, and network you need to succeed. Join us, and be a part of our continuing mission to be Earth's most customer-centric company.
Learn more about Amazon
Size
1,608 employees
Market Cap
$832.6 billion
Industry
Retail & Consumer Goods
Net Income
$21.3 billion
Founded
1994
5 Year Trend
+28.1%
Revenue
$386 billion
NASDAQ
AMZN
* Ladders Estimates

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