Defense Tech Partner Strategy Lead

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

Job summary

Amazon Web Services, Inc. in Denver is seeking a results-driven Partner Account Manager to own and grow a portfolio of Defense Technology ISVs within the Worldwide Public Sector, driving direct AWS revenue growth and accelerating their cloud adoption.

You will develop strategic account plans, manage a robust pipeline, and execute joint GTM motions to win opportunities with U.S. Defense customers. This role requires deep Federal/compliance knowledge and customer-first collaboration with AWS teams.

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.
• 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

Tech deals

C-level sales

Federal/Defense sales

Job description

Amazon Web Services, Inc. in Denver is seeking a results-driven Partner Account Manager to own and grow a portfolio of Defense Technology ISVs within the Worldwide Public Sector, driving direct AWS revenue growth and accelerating their cloud adoption.

You will develop strategic account plans, manage a robust pipeline, and execute joint GTM motions to win opportunities with U.S. Defense customers. This role requires deep Federal/compliance knowledge and customer-first collaboration with AWS teams.