Amazon

Sr Partner Account Executive - Aerospace and Defense Partners, Global Defense Partners

Amazon$120K — $160K *
Aerospace & Defense
5 - 7 years of experience
Job Overview by Ladders

Qualifications

  • 7+ years in direct sales or business development in software, cloud, or SaaS markets targeting C-level executives.
  • 10+ years in business development, partner development, sales, or alliances management.
  • Bachelor's degree or equivalent required.
  • 5+ years of experience building profitable partner ecosystems is preferred.
  • Experience in developing detailed go-to-market plans is preferred.

Responsibilities

  • Set strategic sales plans aligned with AWS direction to drive revenue and market share.
  • Maintain a robust pipeline and forecast of business opportunities.
  • Identify prospects, partners, and channels while communicating tailored value propositions.
  • Serve as a key member of the AWS Public Sector team to boost AWS adoption.
  • Understand public sector technical considerations and certifications.
  • Engage with key customers to develop and manage the sales pipeline.
  • Collaborate with customers to ensure successful use of web services and required resources.
  • Guide internal teams on technical customer requirements for product offerings.
  • Prepare and deliver business reviews to senior management on alignments with revenue growth strategies.
  • Manage complex contract negotiations and act as a liaison with the legal team.
  • Accelerate customer adoption and ensure customer satisfaction.

Benefits

  • Access to cutting-edge cloud technology and resources.
  • Opportunity to work with notable government institutions.
  • Collaborative environment with cross-functional teams.
  • Potential for growth within a leading global company.
  • Flexible work arrangements and support for professional development.
Full Job Description
We are seeking a self-starter to lead and own revenue generation in a division of one of AWS's largest Global Defense Partners accounts. The role requires a team player with focus on increasing awareness and adoption of Amazon Web Services by engaging with internal stakeholders directly to reinvent their IT strategy and mode of mission delivery by adopting and delivering cloud computing solutions.

As a Senior Account Manager within Amazon Web Services (AWS) you will have the exciting opportunity to drive the growth and shape the future of an emerging technology in one of our most critical accounts. Your broad responsibilities will include developing and managing a growing customer as they serve government missions globally and with the US the Department of War and National Intelligence communities. You will drive business and technical relationships and launch customers at a rapid rate by helping to define, identify, and pursue key cloud related opportunities. This includes determining the most effective go-to-market strategies, and collaborating with the commercial sales, legal, marketing, product, contracts and executive leadership teams along the way.

You will establish deep business and technical relationships through your knowledge of the customer's mission and the environment.

You will have day-to-day interactions within the larger account and with the community of partners that support the global account and its customers. The ideal candidate will possess a business background that enables them to drive an engagement at an executive level. You should also have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions.

This position requires that the candidate selected be a US Citizen and obtain and maintain an active TS/SCI security clearance.

Key job responsibilities

- Set a strategic sales plan for your target markets in line with the AWS strategic direction. Drive revenue and market share within the global account business area.

- Maintain an accurate and robust pipeline and forecast of business opportunities.

- Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.

- Serve as a key member of the AWS Public Sector team in helping to drive adoption of the overall AWS market and technical strategy.

- Understand the technical considerations and certifications specific to the public sector.

- Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.

- Work closely with the customer base to ensure they are successful using our web services, making sure they have the technical resources required.

- Understand the technical requirements of your customers and work closely with the internal development team to guide the direction of our product offerings for developers.

- In coordination and collaboration with others on the global account teams, prepare and deliver business reviews to the senior management team regarding quarterly and yearly strategies to align with revenue growth expectations.

- Manage complex contract negotiations and liaison with the legal group.

- Accelerate customer adoption and customer satisfaction.

BASIC QUALIFICATIONS

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

- 10+ years of business development, partner development, sales or alliances management experience

- Bachelor's degree or equivalent

PREFERRED QUALIFICATIONS

- 5+ years of building profitable partner ecosystems experience

- Experience developing detailed go to market plans

About Amazon

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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
Net Income
$21.3 billion
Founded
1994
5 Year Trend
+28.1%
Revenue
$386 billion
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