Partner Account Manager, WWPS Global Defence Partners

Amazon Web Services (AWS); Berlin; Vor Ort; EUR 110.000 - 160.000; Vollzeit

Zusammenfassung

AWS EMEA SARL (Germany Branch) is seeking a Partner Account Manager for WWPS Global Defence Partners to own a portfolio of German Defence Industrial Base partners and drive revenue through value-based selling and joint engagements.

You will navigate public-sector procurement, build multi-year GTM plans, and lead executive sponsorship with partners to win co-sell opportunities in aerospace, defence, and national security.

Qualifikationen

• Sales experience in infrastructure or cloud technology.
• Experience identifying, developing, negotiating, and closing large-scale technology deals.
• Experience with government procurement and contracting processes.
• German national with or able to obtain German security clearance.
• Professional working proficiency in English and German.

Aufgaben

• Own end-to-end revenue growth, executive alignment, and joint mission outcomes for assigned German DIB accounts.
• Apply value-based selling to expand AWS consumption and win co-sell opportunities across defence end-customers.
• Build and execute a multi-year strategic sales plan with accurate pipeline and forecast.
• Drive CxO-level relationships and executive sponsorship with partners.
• Own joint business planning, shared goals, and drive execution with interlock.
• Accelerate partner enablement, certification, and competency attainment to grow partner-sourced revenue.
• Lead joint pursuits by orchestrating AWS Account Executives, Partner Solutions Architects, and SMEs.
• Bring deep defence-expertise and navigate public-sector procurement to position AWS solutions.
• Deliver executive business reviews and raise blockers to maintain deal momentum.

Kenntnisse

Sales leadership

Large-scale deals

Government procurement

Partner management

Executive relationships

German national + security clearance

English & German proficiency

Jobbeschreibung

Description

Own and grow AWS's most strategic German Defence Industrial Base (DIB) partnerships. As a Partner Account Manager on the AWS Worldwide Public Sector (WWPS) Global Defence Partners team, you are the single-threaded business owner for a portfolio of German DIB partners — defence-sector systems integrators, consulting partners, and technology partners running global mission programs — aligned to GDP's Global Account Manager (GAM) construct.

You will individually drive significant revenue across sophisticated Aerospace & Defence, national security, and mission-program customers. Owning the partner relationship end-to-end, you'll shape how AWS cloud and AI capabilities — AI/ML, HPC, advanced analytics, digital engineering, and manufacturing modernization — map to partners' most complex workloads, and translate that into value propositions that resonate with defence stakeholders.

This is not a traditional account-management role. It requires hands-on cloud fluency, value-based selling, and the ability to operate independently and earn trust with both technical practitioners and executives across complex, multi-domain engagements. This is an individual-contributor role with regional business leadership for a portfolio of German DIB partners.

Key job responsibilities

Sell & grow revenue

• Own end-to-end revenue growth, executive alignment, and joint mission outcomes for your assigned German DIB accounts.
• Apply value-based selling — business-case development, ROI analysis, customer references — to expand each partner's AWS consumption and win co-sell opportunities across defence end-customers.
• Build and execute a multi-year strategic sales plan; maintain accurate pipeline and forecast with disciplined rigor.

Manage the partnership

• Drive CxO-level relationships and executive sponsorship with assigned partners.
• Own joint business planning — shared goals, joint GTM motions, co-sell targets — and drive execution through regular cadence and interlock.
• Accelerate partner enablement, certification, and competency attainment (AWS Partner Network / co-sell programs and, where applicable, Marketplace and private offers) to grow partner-sourced and partner-influenced revenue.
• Lead joint pursuits by orchestrating AWS Account Executives, Partner Solutions Architects, and SMEs to close high-value opportunities.

Bring defence expertise & navigate public sector

• Bring deep defence-industry expertise — prime/sub and teaming relationships, mission-critical and classified workflows, sovereignty and accreditation requirements, and A&D operational constraints.
• Navigate public-sector procurement and contracting vehicles to position AWS and partner solutions for competitive wins.
• Deliver executive business reviews; elevate roadblocks quickly to maintain deal momentum.

A day in the life

You might start the day in a boardroom, aligning a partner's CxO on a joint mission roadmap and securing executive sponsorship. By lunch, you're whiteboarding with Solutions Architects and partner engineers to map AWS cloud and AI to a mission-critical workload, then pressure-testing the business case for a co-sell win. In the Afternoon: rallying the extended AWS team to unblock an accreditation milestone, then prepping an executive business review.

You move fluidly between boardroom and build environment — turning mission outcomes into revenue. If you want your work to matter where the mission does, this is your seat.

About The Team

GDP is AWS WWPS' mission-focused partner sales organization. We don't just sell cloud — we help defence partners turn mission outcomes into revenue. Executing WWPS-Partner's 2026 priorities — Global Defence Expansion and Expanding Disruptive Defence Partners — we deepen AWS's footprint across national security and defence while backing the partners reinventing how defence gets built. You'll join a hand-picked team with backgrounds spanning DoD, intelligence, IT operations, and product management, united by customer obsession that starts at the warfighter and a bias to earn trust through results, not activity. If the mission matters to you, so will this team.

Basic Qualifications

• Experience in sales or sales management of infrastructure or cloud technology
• Experience identifying, developing, negotiating, and closing large-scale technology deals
• Experience with government procurement and contracting process
• Experience working with partners through account, product or program management and business development engagements
• Experience consistently closing sales and generating revenues
• This position requires that the candidate selected be a German national and hold, or be able to attain, German Security Clearance.
• Professional working proficiency in English and German (spoken and written), including the ability to lead and participate in business and technical discussions with customers.

Preferred Qualifications

• Experience in Go-To-Market, Business Development, Sales, or Consulting
• Experience in building profitable partner ecosystems
• Experience managing joint GTM success with technology partners, including development and tracking of joint sell-with and sell-through business activities
• Experience working in a matrixed organization
• Experience in professional or military IT-related roles
• Active or previously held home-country (German/EU) security clearance strongly preferred.

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m/w/d

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Company

AWS EMEA SARL (Germany Branch)

Job ID: A10488512