National Security & Defense Partner Lead

Amazon Inc.; Melbourne; On-site; AUD 150,000 - 210,000; Full time

Job summary

Amazon Web Services (AWS) is looking for an experienced Partner Manager to drive partner-led revenue growth across the National Security and Defence territory in ANZ Public Sector.

You will own the sell-with motion between AWS field teams and the partner community, accelerating opportunities and attaching the right partner to customer opportunities to modernise defence and national security customers securely.

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 or equivalent.
• Australian citizenship and eligibility for security clearance (NV1 minimum).

Responsibilities

• Own and execute the partner sales strategy for the National Security and Defence territory, driving partner-attached pipeline and revenue.
• Help Australia's 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

Partner sales

Business development

C-level engagement

Job description

Amazon Web Services (AWS) is looking for an experienced Partner Manager to drive partner-led revenue growth across the National Security and Defence territory in ANZ Public Sector.

You will own the sell-with motion between AWS field teams and the partner community, accelerating opportunities and attaching the right partner to customer opportunities to modernise defence and national security customers securely.