Principal Account Executive, NATSEC, National Security (NatSec)

Amazon; Arlington (VA); On-site; USD 120,000 - 160,000; Full time

Job summary

A leading company seeks a Principal Account Executive to drive strategic growth in the National Security sector. The role involves cultivating relationships with key stakeholders, leading complex sales cycles, and aligning technical solutions with mission requirements. The ideal candidate will possess a deep understanding of SIGINT operations and emerging technologies, along with a strong track record in enterprise sales within the defense sector. This position requires a Top Secret security clearance and offers opportunities for significant impact in national security initiatives.

Qualifications

• 7+ years of technology related sales experience.
• 10+ years of enterprise sales experience.
• 5+ years experience in national security/defense markets.

Responsibilities

• Lead complex sales cycles with intelligence agencies.
• Develop account strategies for SIGINT and cyber intelligence.
• Build relationships with senior-level decision makers.

Skills

Strategic Thinking

Problem Solving

Relationship Building

Stakeholder Management

Education

Master's degree

Bachelor's degree

Tools

AWS

Artificial Intelligence

Machine Learning

Job description

Principal Account Executive, NATSEC, National Security (NatSec)

Job ID: 2983365 | Amazon Web Services, Inc.

We are seeking an experienced Principal Account Executive to drive strategic partnerships and revenue growth within the National Security, Intelligence Community (IC), and Defense sectors. This role will focus on developing and maintaining relationships with key stakeholders in SIGINT (Signals Intelligence), emerging technologies, and national security programs.

The Principal Account Executive for National Security Partnerships is responsible for driving strategic growth and cultivating high-level relationships within the intelligence, defense, and national security sectors. This role leads complex sales cycles, develops comprehensive account strategies, and aligns technical solutions with specific mission requirements. The executive must excel in articulating value propositions to senior government officials, navigating complex security protocols, and maintaining necessary clearances. They are expected to achieve revenue targets, expand technology adoption within existing accounts, and identify new partnership opportunities. Collaborating across functions, they work with technical, legal, and delivery teams to structure and implement deals. The role requires staying current on emerging technologies and market trends, providing valuable insights to inform company strategy. Additionally, they represent the company at industry events and contribute to thought leadership initiatives in the national security technology space.

Preferred Qualifications:
• Master's degree in relevant field
• Experience with artificial intelligence, machine learning, or other emerging technologies
• Knowledge of IC technology architectures and integration requirements
• Background in signals intelligence, cyber operations, or related military/intelligence fields
• Understanding of zero trust architecture and secure cloud computing requirements

Success Factors:
• Ability to build trust and credibility with senior government officials
• Strong strategic thinking and complex problem-solving skills
• Excellence in relationship building and stakeholder management
• Ability to translate technical capabilities into mission value
• Strong project management and organizational skills

Location:
Washington DC metro area with regular travel to customer sites and partner locations

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


Key job responsibilities
• Lead complex sales cycles and strategic partnerships with intelligence agencies, defense organizations, and national security contractors
• Develop and execute account strategies for major programs in SIGINT, cyber intelligence, and emerging technology integration
• Navigate complex security requirements and compliance frameworks specific to the IC and defense sectors
• Build and maintain relationships with senior-level decision makers across the national security ecosystem
• Identify opportunities to expand technology adoption within existing accounts while developing new business partnerships
• Collaborate with technical teams to align solutions with customer mission requirements
• Create and present executive-level briefings on technical solutions and strategic value propositions

BASIC QUALIFICATIONS

- 7+ years of technology related sales, business development or equivalent experience
- Bachelor's degree or equivalent
- 10+ years of enterprise sales experience
- 5+ years experience selling into national security/defense markets with demonstrated track record of closing large, complex deals within the IC and defense sectors
- Current, active US Government Security Clearance of Top Secret or above
- Deep understanding of SIGINT operations, emerging technologies, and national security mission requirements
- Experience with federal procurement processes and contract vehicles

PREFERRED QUALIFICATIONS

- Experience selling cloud solutions at a software company or equivalent
- Experience with AWS and technology as a service (IaaS, SaaS, PaaS)
- Experience with artificial intelligence, machine learning, or other emerging technologies
- Knowledge of IC technology architectures and integration requirements
- Background in signals intelligence, cyber operations, or related military/intelligence fields
- Understanding of zero trust architecture and secure cloud computing requirements

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.

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