Sovereign Defence Cloud Growth Executive

Panopto; Canberra; On-site; AUD 180,000 - 240,000; Full time

Job summary

Amazon Web Services (AWS) is seeking a Senior Account Executive to drive growth across Australia’s sovereign Defence Industrial Base. You will own end-to-end revenue strategy in the DIB, engaging defence tech start-ups, SMEs, and primes to advance national priorities.

This role requires security clearance or ability to obtain one, and travel up to 50%. You’ll partner with cross-functional teams to design solutions and navigate government procurement.

Qualifications

• 7+ years of technology-related sales or business development experience.
• Experience managing large, complex enterprise accounts or equivalent.
• Proven 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 end-to-end strategy to grow AWS revenue across the sovereign DIB - territory planning and pipeline through to close.
• Identify, qualify, and develop opportunities with defence tech startups, SMEs, and primes' sovereign supply chains.
• Develop segment-specific go-to-market plays for early-stage defence innovators and established SMEs.
• Build trustworthy relationships with senior defence stakeholders and act as a credible advisor.
• Collaborate with Solutions Architects, Technical Account Managers, Professional Services, and Partner teams to design solutions.
• Translate complex customer challenges into clear, compelling value propositions.
• Navigate government and defence procurement frameworks, including single seller and standing offers.
• Represent AWS at defence and national security events and meetings.
• Stay updated on trends in defence, cybersecurity, data sovereignty, and secure cloud.

Skills

Technology sales

Enterprise accounts

Govt procurement

National security sector

Senior stakeholder relationships

Sales performance

Education

Bachelor's degree or equivalent

Job description

Amazon Web Services (AWS) is seeking a Senior Account Executive to drive growth across Australia’s sovereign Defence Industrial Base. You will own end-to-end revenue strategy in the DIB, engaging defence tech start-ups, SMEs, and primes to advance national priorities.

This role requires security clearance or ability to obtain one, and travel up to 50%. You’ll partner with cross-functional teams to design solutions and navigate government procurement.