Senior Defence Cloud Account Executive

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

Job summary

AWS is seeking a Senior Account Executive to join our ANZ Defence team, focused on the Australian Defence Force (ADF) and the broader national security ecosystem. This mission-first role requires deep understanding of Defence operations and cloud-enabled solutions that advance defence outcomes.

You will travel interstate up to 50% of the time and engage across classification levels, building trusted relationships with senior Defence leaders and coordinating with AWS Solutions Architects,

Qualifications

• 10+ years of experience in or supporting Australia’s Defence Organisation in uniform, as a Defence APS employee, or embedded industry role.
• Demonstrated ability to build trusted relationships with senior Defence leaders based on credibility and mission outcomes.
• Experience navigating Defence’s organisational complexity across Groups, Services, and Commands.
• Proven track record translating complex customer problems into actionable cloud-based solutions.
• Experience in Defence capability acquisition and sustainment.
• Understanding of Defence ICT environment and classified network architectures.

Responsibilities

• Develop and maintain deep understanding of your assigned Defence customers’ missions, force structure, capability plans, and operational challenges. Become a credible interlocutor who earns the right to advise.
• Build enduring, trust-based relationships with military personnel of all ranks up to senior military officers and their key staff across capability, operations, and enabling functions.
• Translate operational needs into cloud-enabled solutions without losing fidelity to the customer’s intent. Represent AWS with credibility in classified briefings, capability discussions, and senior leader engagements.
• Develop and execute multi-year account strategies aligned to Defence’s capability development timelines. Build and manage a qualified pipeline from early-stage shaping through to contract execution.
• Meet or exceed annual revenue targets while building the long-term strategic position that generates sustainable growth.
• Work cross-functionally with Solutions Architects, Professional Services, Security & Compliance specialists, and Partner teams to design solutions that meet Defence’s mission, security, and sovereignty requirements.
• Navigate Defence procurement pathways and ensure proposed solutions account for Defence’s operating environment: classification requirements, network architectures, integration with Defence systems, and ASD certification pathways.
• Maintain current awareness of Australia’s strategic and defence policy environment: the National Defence Strategy, Defence Strategic Review, Integrated Investment Program, and AUKUS implementation.

Skills

Defence domain knowledge

Stakeholder relationship building

Consultative problem solving

Defence procurement understanding

Job description

AWS is seeking a Senior Account Executive to join our ANZ Defence team, focused on the Australian Defence Force (ADF) and the broader national security ecosystem. This mission-first role requires deep understanding of Defence operations and cloud-enabled solutions that advance defence outcomes.

You will travel interstate up to 50% of the time and engage across classification levels, building trusted relationships with senior Defence leaders and coordinating with AWS Solutions Architects,