Senior Defence Cloud Account Executive

Amazon Inc.; Melbourne; On-site; AUD 180,000 - 240,000; Full time

Job summary

Amazon Web Services (AWS) seeks a Senior Account Executive for the ANZ Defence team, focused on the Australian Defence Force and national security. You’ll drive multi-year strategies, build trusted relationships with senior Defence leaders, and translate operational needs into cloud-enabled solutions while navigating Defence procurement and classified environments.

Expect travel interstate up to 50% and a mission-first culture that pairs cloud technology with defence outcomes.

Qualifications

• 10+ years of experience in or supporting Australia's Defence Organisation, in uniform, as a Defence APS employee, or embedded with mission understanding.
• Proven ability to build trusted relationships with senior Defence leaders (military O-6/1-star equivalent or SES Band 1+).
• Experience navigating Defence's organisational complexity and working across Groups, Services, and Commands.
• Track record translating complex customer problems into actionable, consultative solutions.
• Experience in Defence capability acquisition and sustainment.
• Understanding of Defence ICT environment and classified networks.

Responsibilities

• Develop deep understanding of assigned Defence customers' missions, force structure, capability plans, and operational challenges.
• Build enduring, trust-based relationships with military personnel up to senior officers and staff across capability, operations, and enabling functions.
• Translate operational needs into cloud-enabled solutions while maintaining customer intent in classified briefings and senior engagements.
• Develop and execute multi-year account strategies aligned to Defence capability timelines and manage a pipeline from shaping to contract execution.
• Meet or exceed annual revenue targets while building a long-term strategic position for sustainable growth.
• Collaborate with Solutions Architects, Professional Services, Security & Compliance specialists, and Partner teams to design Defence-suitable solutions.
• Navigate Defence procurement pathways considering classification, network architectures, integration with Defence systems, and ASD certification pathways.
• Maintain awareness of Australia’s strategic/defence policy environment including National Defence Strategy and AUKUS.

Skills

Stakeholder relationships

Defence domain knowledge

Strategic account management

Cross-functional collaboration

Security clearance NV2+

Job description

Amazon Web Services (AWS) seeks a Senior Account Executive for the ANZ Defence team, focused on the Australian Defence Force and national security. You’ll drive multi-year strategies, build trusted relationships with senior Defence leaders, and translate operational needs into cloud-enabled solutions while navigating Defence procurement and classified environments.

Expect travel interstate up to 50% and a mission-first culture that pairs cloud technology with defence outcomes.