Defense Tech Partner Growth Manager

Amazon Web Services (AWS); Seattle (WA); On-site; USD 143,000 - 193,000; Full time

Job summary

Amazon Web Services, Inc. seeks a results-driven Partner Account Manager to own and grow a portfolio of Global Defense Technology ISVs within our WWPS organization, serving U.S.

Defense customers across Civilian, Defense and National Security sectors. You will drive revenue by expanding partner AWS consumption, modernizing platforms on AWS, and coordinating joint go-to-market motions with AWS field sellers, solution architects, and executive leadership to unlock new growth vectors for partners

Qualifications

• Experience identifying, developing, negotiating, and closing large-scale technology deals.
• 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience.
• Knowledge of software development practices and data center/infrastructure/networking technologies
• Experience selling into Federal and Defense Customers

Responsibilities

• Own a portfolio of Defense Technology ISV partners as customers - drive direct AWS revenue growth
• Develop and execute strategic account plans for key partners focused on growing their AWS cloud footprint, modernizing platform architectures, and accelerating new product development on AWS
• Build and maintain an accurate pipeline and forecast of sell-to opportunities aligned with each partner's infrastructure roadmap, product releases, and government contract vehicles
• Drive joint GTM motions - identify, develop, and close co-sell opportunities across Defense end-customers by articulating the differentiated value of each partner's solutions running on AWS
• Collaborate with AWS field sellers, Partner Solutions Architects, and Service Teams to remove adoption blockers, guide technical direction, and ensure partners are enabled to build, certify, and scale on AWS
• Navigate Federal compliance and certification requirements (FedRAMP, IL2-IL6, CMMC) to help partners achieve authorization milestones that unlock new revenue
• Deliver quarterly business reviews to senior leadership outlining portfolio health, revenue trajectory, consumption trends, pipeline coverage, and strategic investment recommendations
• Accelerate customer adoption, partner satisfaction, and measurable outcomes across both the sell-to and GTM motions
• Serve as the voice of the customer/partner internally - advocate for partner across AWS product, programs, and go-to-market teams

Skills

Deal negotiation

Direct sales

Federal defense sales

Strategic account planning

Job description

Amazon Web Services, Inc. seeks a results-driven Partner Account Manager to own and grow a portfolio of Global Defense Technology ISVs within our WWPS organization, serving U.S.

Defense customers across Civilian, Defense and National Security sectors. You will drive revenue by expanding partner AWS consumption, modernizing platforms on AWS, and coordinating joint go-to-market motions with AWS field sellers, solution architects, and executive leadership to unlock new growth vectors for partners