Senior Defence Cloud Account Executive

Amazon Web Services (Aws); Australia; On-site; AUD 180,000 - 240,000; Full time

Job summary

Amazon Web Services Australia Pty Ltd is seeking a Senior Account Executive to drive growth across Australia's sovereign Defence Industrial Base. You will own a portfolio spanning defence tech startups, SMEs, and primes, aligning with National Defence priorities and security frameworks.

The role requires Australian citizenship and a security clearance, with interstate travel up to 50%. You will combine domain credibility with commercial acumen to build a high-growth business from the ground up.

Qualifications

• 7+ years of technology related sales, business development or equivalent experience.
• Experience in management of large, complex enterprise accounts or equivalent.
• Experience and track record of exceeding sales goals.
• Experience with government procurement and contracting process.
• Demonstrated experience working within or alongside Australia's defence or national security sector.
• Experience building and maintaining relationships with senior government or defence stakeholders.

Responsibilities

• Own the end-to-end strategy to grow AWS revenue across the sovereign DIB segment - from territory planning and pipeline generation through to close
• Identify, qualify, and develop opportunities with defence tech start-ups, SMEs, and primes' sovereign supply chains that are building capability aligned to Australia's Integrated Investment Program and National Defence priorities
• Develop segment-specific go-to-market plays that address the unique needs of early-stage defence innovators as well as established SMEs scaling production
• Build genuine, trust-based relationships with senior stakeholders across defence and defence industry, acting as a credible advisor who understands their mission and operational challenges
• Work collaboratively with Solutions Architects, Technical Account Managers, Professional Services, and Partner teams to design solutions that address real customer problems
• Translate complex customer challenges into clear, compelling value propositions that demonstrate how AWS can support mission outcomes
• Navigate government and defence procurement frameworks, including single seller arrangements, panel arrangements and standing offers
• Represent AWS at defence and national security industry events, customer meetings, and partner forums
• Stay across trends in the defence and national security space, including cybersecurity, data sovereignty, secure cloud, and emerging technologies
• Meet or exceed annual revenue targets

Skills

Sales experience

Enterprise accounts

Government procurement

Defence sector knowledge

Education

Bachelor's degree

Job description

Amazon Web Services Australia Pty Ltd is seeking a Senior Account Executive to drive growth across Australia's sovereign Defence Industrial Base. You will own a portfolio spanning defence tech startups, SMEs, and primes, aligning with National Defence priorities and security frameworks.

The role requires Australian citizenship and a security clearance, with interstate travel up to 50%. You will combine domain credibility with commercial acumen to build a high-growth business from the ground up.