AWS Senior Sales Executive - 4th Estate, US DOW 4th Estate

Amazon; Herndon (VA); On-site; USD 143,000 - 193,000; Full time

Job summary

Amazon Web Services (AWS) seeks a self-starter to lead revenue growth within a government-focused division. You will own key cloud opportunities, drive executive-level engagements, and manage complex contracts while collaborating with Legal, Marketing, and Product teams.

The role requires a Top Secret clearance and US Citizenship. You will build strategic sales plans for target markets, maintain robust pipelines, and work with cross-functional teams to deliver value to Defense and war-related

Qualifications

• 10+ years of business development, partner development, sales or alliances management experience.
• 5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience.
• 4+ years of building profitable partner ecosystems experience.
• Experience developing detailed go to market plans.

Responsibilities

• Set a strategic sales plan for your target markets in line with the AWS strategic direction; drive revenue and market share within the global account business area.
• Maintain an accurate and robust pipeline and forecast of opportunities; identify prospects/partners to approach with clear value propositions.
• Serve as a key member of the AWS Public Sector team to drive adoption of the AWS market and technical strategy.
• Understand the technical considerations and certifications specific to the public sector.
• Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.
• Collaborate with customers to ensure successful use of our web services and provide necessary technical resources.
• Work with internal teams to guide the direction of product offerings for developers.
• Prepare and deliver business reviews to senior management on quarterly/yearly strategies to align with revenue growth.
• Manage complex contract negotiations and liaise with the legal group.

Skills

Business development

Sales

Partnerships

Go-to-market

Cloud computing

Software/SaaS sales

Job description

Job ID: 10541706 | Amazon Web Services, Inc.

We are seeking a self-starter to lead and own revenue growth in a division of one of AWS's largest government global segments. The role requires a team player with a focus on increasing awareness and adoption of Amazon Web Services (AWS) within the 4th Estate/US Department of War, Defense Agencies business. As an Account Executive within AWS, you will have an exciting opportunity to drive the growth and shape the future of emerging technology in one of our most critical business segments. Your broad responsibilities will include developing and managing a growing customer as they serve critical missions in the Department of War community. You will drive business and technical relationships and launch customers at a rapid rate by helping to define, identify, and pursue key cloud related opportunities. This includes determining the most effective go-to-market strategies, and collaborating with the AWS partner, legal, marketing, product, contracts and executive leadership teams along the way. You will establish deep business and technical relationships through your knowledge of the customer's mission and the environment. You will have day-to-day interactions within the larger account and with the community of partners that support the global account and its customers. The ideal candidate will possess a business background that enables them to drive an engagement at an executive level. You should also have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions.

This position requires that the candidate selected be a US Citizen and obtain and maintain an active Top Secret security clearance.

Key job responsibilities

• Set a strategic sales plan for your target markets in line with the AWS strategic direction. - Drive revenue and market share within the global account business area.
• Maintain an accurate and robust pipeline and forecast of business opportunities. - Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.
• Serve as a key member of the AWS Public Sector team in helping to drive adoption of the overall AWS market and technical strategy.
• Understand the technical considerations and certifications specific to the public sector.
• Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.
• Work closely with the customer base to ensure they are successful using our web services, making sure they have the technical resources required.
• Understand the technical requirements of your customers and work closely with the internal development team to guide the direction of our product offerings for developers.
• In coordination and collaboration with others on the global account teams, prepare and deliver business reviews to the senior management team regarding quarterly and yearly strategies to align with revenue growth expectations.
• Manage complex contract negotiations and liaison with the legal group.

A day in the life

The role requires aligning cross-functional organizations with strategic partners including Management Consulting firms, Independent Software Vendors (ISVs), and the Defense Industrial Base (DIB). All working collectively to address complex customer challenges. This position requires defining comprehensive engagement strategies for enterprise-wide defense programs, including structured roadmaps, required resources, stakeholders, and timelines.

The role is accountable for ensuring internal Senior Global Defense executives remain aligned on business objectives and technical direction. This includes writing business cases to support customer compelling needs (6-pagers) as well as representing AWS as a thought leader in mission readiness and defense modernization.

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.

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.

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.

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.

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.

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

• - 10+ years of business development, partner development, sales or alliances management experience
• - 5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience

Preferred Qualifications

• - 4+ years of building profitable partner ecosystems experience
• - Experience developing detailed go to market plans
• - 2+ years of experience working within the software development and cloud computing industry highly desired

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.

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 .

Preferred Qualifications

• - 4+ years of building profitable partner ecosystems experience
• - Experience developing detailed go to market plans
• - 2+ years of experience working within the software development and cloud computing industry highly desired

USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually

USA, VA, Herndon - 142,800.00 - 193,200.00 USD annually