Defense & National Security Partner Leader

Amazon; Canberra; On-site; AUD 140,000 - 190,000; Full time

Job summary

Amazon Web Services Australia Pty Ltd is seeking an experienced Partner Manager to drive partner-led revenue growth across the National Security and Defence territory within ANZ Public Sector. You will own the sell-with motion between AWS field teams and our partner community, accelerating cloud adoption for defence and national security customers.

You will build and execute a territory partner strategy, attach the right partner to opportunities, and drive joint go-to-market plans with a focus

Qualifications

• 5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives.
• Experience negotiating complex deals with customers and partners.
• Australian citizenship and eligibility for security clearance (NV1 minimum).

Responsibilities

• Own and execute the partner sales strategy for the NSD territory, driving partner-attached pipeline and revenue.
• Help defence and national security customers modernise securely through partner-delivered solutions.
• Drive measurable revenue impact through partner-involved opportunities; carry pipeline targets aligned with supporting AWS field sales teams.
• Embed within AWS field teams as the partner expert, identifying the right partner for each customer opportunity based on capability, clearance, and fit.
• Lead sell-with engagements: joint pursuit planning, partner activation, and co-sell execution with AWS partners.
• Build and maintain trusted relationships with partner field sales teams, driving alignment on joint opportunities and GTM priorities.
• Navigate defence-specific security clearance requirements and procurement processes.
• Manage pipeline targets aligned with supporting sales teams; track and report partner-involved opportunity metrics.
• Leverage AWS partner programs to accelerate partner capability and deal velocity.
• Prepare and present business reviews to senior management.

Skills

5+ years direct sales

Complex deals negotiation

Security clearance NV1

Job description

Amazon Web Services Australia Pty Ltd is seeking an experienced Partner Manager to drive partner-led revenue growth across the National Security and Defence territory within ANZ Public Sector. You will own the sell-with motion between AWS field teams and our partner community, accelerating cloud adoption for defence and national security customers.

You will build and execute a territory partner strategy, attach the right partner to opportunities, and drive joint go-to-market plans with a focus