Account Manager, USAF

Amazon Web Services (AWS); Arlington (VA); On-site; USD 92,000 - 160,000; Full time

Job summary

Amazon Web Services, Inc. seeks a sales leader to drive revenue and market share for USAF DoD programs in the Arlington, VA area.

You will manage net-new business and an existing portfolio, shaping go-to-market strategies and coordinating across AWS to influence adoption by DoD customers. The role requires extensive sales-cycle expertise, opportunity management, and the ability to translate customer needs into cloud technology solutions while navigating a highly matrixed environment.

Qualifications

• Strong strategic thinking and ability to translate customer needs into technology solutions.
• Proven executive-level verbal and written communication skills.
• Analytical and data-driven decision making with execution skills.

Responsibilities

• Drive revenue and market share in a defined region.
• Accelerate customer adoption and satisfaction.
• Maintain a robust sales pipeline.
• Collaborate with partners to extend reach and drive adoption.
• Manage contract negotiations.
• Develop long-term strategic relationships with key accounts.
• Engage with DoD executives to understand mission requirements.

Skills

Strategic thinking

Executive communication

Analytical mindset

Relationship management

Education

Bachelor's degree

Master's degree preferred

Tools

Security clearance (Secret)

Job description

Amazon Web Services is seeking a sales leader to support our Air Force (DAF) Business Enterprise customers. In this role, you will have the exciting opportunity to help drive the growth and shape the future for emerging technologies. Your responsibilities will include prospecting and closing net-new business as well as managing an existing portfolio of customers. The focus for this role is driving revenue, adoption, and market penetration in the USAF. This includes developing overall business and go-to-market strategies, collaborating across AWS, and engaging with customers and industry partners to influence and accelerate adoption. The role requires a professional who is experienced in the full sales cycle, opportunity management, and customer relationship management for emerging technology programs in the Department of Defense (DoD). The ideal candidate will have (1) expertise operating in entrepreneurial and highly matrixed environments, (2) the ability to translate customer requirements into technology solutions, and (3) past performance implementing and growing technology solutions. Candidates should have an understanding of DoD infrastructures, policies, and operational performance requirements. This position requires that the candidate selected be a US Citizen and currently possess and maintain an active Secret security clearance.

Key job responsibilities

• Drive revenue and market share in a defined region
• Accelerate customer adoption and customer satisfaction
• Maintain a robust sales pipeline
• Work with partners to extend reach & drive adoption
• Manage contract negotiations
• Develop long-term strategic relationships with key accounts
• Meet regularly with DoD executive leaders and mission owners to understand their mission requirements.

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.

Inclusive Team Culture

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

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.

Basic Qualifications

• Bachelor's degree
• 5+ years of professional or military experience
• Experience developing detailed go to market plans
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience in verbal and written communication for executive level leaders
• Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent
• Analytical and data-driven, and ability to demonstrate balanced strategy and planning, and execution skills.
• Current, active US Government Security Clearance of Secret or above

Preferred Qualifications

• Master's degree in a technical field
• Experience in technical leadership of development, testing, and implementation of large-scale, complex technology projects
• Knowledge of government contracting laws, rules and regulations including, but not limited to, commercial items contracting requirements, Federal Acquisition Regulations (FAR), and Defense Federal Acquisition Regulation (DFAR)
• Experience developing, negotiating and executing business agreements
• Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent
• 7+ years of IT sales experience

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

Base Salary Range

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, VA, Arlington - 92,400.00 - 160,000.00 USD annually

Company

Amazon Web Services, Inc.

Job ID

A10574059