Sovereign Defence Cloud Senior Account Executive

Amazon Web Services (AWS); Canberra; On-site; AUD 140,000 - 190,000; Full time

Job summary

Amazon Web Services Australia Pty Ltd seeks a Senior Account Executive to drive growth across Australia’s sovereign Defence Industrial Base (DIB). You will own a portfolio spanning defence tech startups, scale-ups, and SMEs building sovereign capabilities aligned to national priorities.

The role sits at the intersection of national security policy, defence acquisition, and technology innovation, with up to 50% interstate travel and a focus on building a high-growth business from the ground up.

Qualifications

• 7+ years in technology-related sales or business development.
• Experience managing large, complex enterprise accounts.
• Proven track record of exceeding sales goals.
• Experience with government procurement and contracting processes.
• Demonstrated experience in Australia’s defence or national security sector.
• Experience building relationships with senior government or defence stakeholders.

Responsibilities

• Own end-to-end strategy to grow AWS revenue across the sovereign DIB from planning 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 trust-based relationships with senior defence stakeholders as a credible advisor.
• Collaborate with Solutions Architects, Technical Account Managers, and Partners to design solutions.
• Translate complex customer challenges into clear, compelling value propositions for mission outcomes.
• Navigate government and defence procurement frameworks and standing offers.
• Represent AWS at defence and national security events and meetings.
• Stay updated on trends in defence and national security space, including cybersecurity and data sovereignty.
• Meet or exceed annual revenue targets.

Skills

Technology sales

Enterprise accounts

Govt procurement

Defence sector

Stakeholder relations

Education

Bachelor's degree

Job description

Amazon Web Services Australia Pty Ltd seeks a Senior Account Executive to drive growth across Australia’s sovereign Defence Industrial Base (DIB). You will own a portfolio spanning defence tech startups, scale-ups, and SMEs building sovereign capabilities aligned to national priorities.

The role sits at the intersection of national security policy, defence acquisition, and technology innovation, with up to 50% interstate travel and a focus on building a high-growth business from the ground up.