Senior Defense Tech Partner Manager

Amazon Web Services (AWS); San Francisco (CA); On-site; USD 157,000 - 213,000; Full time

Job summary

Amazon Web Services (AWS) is seeking a results-driven Partner Account Manager to own and grow a portfolio of Defense Technology ISVs within WWPS, serving U.S. Defense customers across Civilian, Defense and National Security verticals.

You will drive direct revenue growth by expanding each partner's AWS consumption, accelerate platform modernization on AWS, and develop joint go-to-market motions that deliver differentiated outcomes for Federal end-customers.

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 — 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

Experience identifying, developing,neg

7+ years of direct sales or business

Knowledge of software development

Experience selling into Federal and

Job description

Amazon Web Services (AWS) is seeking a results-driven Partner Account Manager to own and grow a portfolio of Defense Technology ISVs within WWPS, serving U.S. Defense customers across Civilian, Defense and National Security verticals.

You will drive direct revenue growth by expanding each partner's AWS consumption, accelerate platform modernization on AWS, and develop joint go-to-market motions that deliver differentiated outcomes for Federal end-customers.