Senior Account Manager, AWS Benelux

Amazon; Amsterdam; On-site; EUR 120,000 - 150,000; Full time

Job summary

Amazon Web Services (AWS) is seeking a Senior Account Manager for National Security & Defence in the Netherlands. You will own a major defence account, build executive relationships, and drive cloud adoption across critical defence programs aligned with NATO modernization commitments.

You will articulate compelling cloud and AI value propositions to senior government leaders, work with AWS teams and partners to remove barriers, and navigate complex procurement processes in a regulated

Qualifications

• Experience identifying, developing, negotiating, and closing large-scale technology deals.
• Experience communicating across technical and non-technical audiences, including executive level stakeholders or clients.
• Native Dutch speaker; professional proficiency in English.
• Significant account management or business development experience engaging at executive level across government, defence organisations, and partner C-suites.

Responsibilities

• Serve as the single-threaded owner of a major Dutch National Security & Defence account, from awareness to adoption and revenue growth.
• Develop and execute an account strategy that drives AWS adoption across defence programs and modernization initiatives.
• Engage at executive level across defence organisations, program leadership, and partner C-suites to position AWS as the platform for mission-critical workloads.
• Define, build, and operate joint go-to-market strategies with defence primes, system integrators, and ISVs.

Skills

Account management

Executive engagement

Deal negotiation

Strategic partnerships

Job description

Job ID: 10531075 | Amazon Web Services EMEA SARL, Dutch Branch

Would you like to be at the centre of how the Netherlands adopts cloud and AI technologies to meet the most pressing national security and defence challenges of our time? Do you have the commercial acumen, defence sector understanding, and drive to serve as AWS's trusted advisor to one of the most strategically important defence customers in Europe?

As a Senior Account Manager focused on National Security & Defence (NSD) in the Netherlands, you will have the opportunity to shape how AWS supports the Dutch defence community in building secure, sovereign, and scalable cloud and AI capabilities. You will be the single-threaded owner of a major defence account, building deep relationships and driving cloud adoption across critical defence programs aligned with NATO modernization commitments and the Netherlands' increasing defence investment posture.

The ideal candidate will be a commercially-minded account manager who understands the defence context deeply enough to articulate compelling cloud and AI value propositions to senior government and military leaders. You will be equally comfortable engaging at executive level across defence organizations, industry partners, and the C‑suite of consulting and technology firms. You will define and execute go‑to‑market strategies that bring the combined power of AWS and its partner ecosystem to bear on Dutch defence requirements.

With AWS, our customers benefit from the fastest pace of innovation, the broadest and deepest functionality, the most secure computing environment, and the most proven operational expertise. In this role, you will shape how these capabilities translate into mission outcomes for the Netherlands as it invests in next‑generation defence capabilities and strengthens its position within allied coalitions.

You will be part of a focused team of NSD domain and technical experts driven by customer mission. Your week will move between engaging senior defence leaders, coordinating AWS specialist teams on customer requirements, shaping joint partner propositions, and representing AWS in forums where defence technology adoption is being defined. This is a role for someone who thrives building trust with senior stakeholders, navigating complex procurement environments, and turning strategic intent into action.

This position requires that the candidate selected be a Dutch national and hold, or be able to attain, Dutch defence security clearance.

Key job responsibilities

• Serve as the single‑threaded owner of a major Dutch National Security & Defence account, responsible for the full customer lifecycle from awareness through adoption, expansion, and strategic partnership creating pipeline and revenue through sustained executive engagement.
• Develop and execute a comprehensive account strategy that drives AWS adoption across defence programs and modernization initiatives, aligning AWS capabilities with the customer's sovereignty requirements, operational readiness goals, and digital transformation priorities.
• Engage at executive level across defence organizations, program leadership, and partner C‑suites to position AWS as the platform of choice for mission‑critical and classified workloads.
• Define, build, and operate joint go‑to‑market strategies with consulting and technology partners (defence primes, system integrators, and ISVs) to deliver integrated solutions for the customer.
• Create and articulate compelling value propositions for the adoption of cloud and AI technologies in the Dutch defence context, translating complex technology capabilities into mission outcomes.
• Identify and pursue strategic opportunities where cloud and AI can accelerate defence modernization, including areas such as command & control, mission awareness, logistics, training & simulation, and sovereign data processing.
• Work cross‑functionally with AWS Solutions Architecture, Professional Services, National Security & Regulated (NSR) teams, partner, legal, and executive leadership to remove barriers and accelerate customer outcomes.
• Navigate complex defence procurement processes and interact effectively with defence industry integrators and partners within the Dutch ecosystem.
• Represent AWS in senior forums, conferences, and industry engagements related to defence technology adoption in the Netherlands and among allied nations.

About the team

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Work/Life Balance

We value work‑life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

Inclusive Team Culture

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Mentorship & Career Growth

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Basic Qualifications

• Experience identifying, developing, negotiating, and closing large‑scale technology deals
• Experience communicating across technical and non‑technical audiences, including executive level stakeholders or clients
• A Dutch national with Dutch defence security clearance (or ability to attain it) and a proven track record of taking ownership and driving results in the defence or national security sector.
• Significant account management or business development experience in the IT/technology industry, with demonstrated success engaging at executive level across government, defence organisations, and partner C‑suites.
• Track record of defining and executing go‑to‑market strategies with partners that deliver measurable commercial outcomes.
• Experience developing strategies that influence leadership decisions at the organizational level.
• Native Dutch speaker; professional proficiency in English.

Preferred Qualifications

• Deep understanding of the Dutch defence ecosystem, organizational structures, procurement processes (e.g., DMO — Defence Materiel Organisation), and industry partners.
• Existing network within the Dutch defence and national security community.
• Experience working within regulated or classified environments with formal security requirements (e.g., ABDO framework or similar).
• Knowledge of NATO cloud and IT modernization programs and allied interoperability requirements.
• Experience interpreting data and making business recommendations.
• Experience identifying, negotiating, and executing complex legal agreements.
• Experience with strategic account management methodologies (e.g., MEDDPICC).
• Experience working with core cloud technology services, including but not limited to compute, security, AI/ML, and networking.

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