Sovereign Defence Growth Account Executive

Amazon; Canberra; 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 (DIB). You will own an end-to-end territory strategy, engage with defence tech start-ups, SMEs and primes, and build a high-growth business aligned to national priorities.

This role requires Australian citizenship, security clearance eligibility, and willingness to travel up to 50% of the time.

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

Tech sales

Enterprise accounts

Sales excellence

Govt procurement

Defence sector knowledge

Stakeholder management

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 (DIB). You will own an end-to-end territory strategy, engage with defence tech start-ups, SMEs and primes, and build a high-growth business aligned to national priorities.

This role requires Australian citizenship, security clearance eligibility, and willingness to travel up to 50% of the time.