Sr Account Executive, US Army (AWS)

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

Job summary

Amazon Web Services (AWS) is seeking a Sales Executive to build the AWS Cloud computing business for the US Army and DoD, engaging with senior military and civilian leaders to drive cloud transformation and adoption of AWS services.

You will own the account strategy, develop executive relationships, and manage multi-role pursuit teams to close high-value opportunities in a fast-paced environment.

Qualifications

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

Responsibilities

• Own your business and attainment goals. Develop and execute an account strategy that drives revenue growth across the US Army portfolio from infrastructure modernization to advanced mission workloads.
• Build executive relationships with senior military leaders, SES civilians, program managers, and contracting officers through deep knowledge of their mission, priorities, and challenges.
• Hunt and close opportunities at pace with a robust pipeline and consistent quota attainment.
• Lead pursuit teams with Solutions Architects, Technical Account Managers, Partner Development Managers, and Delivery specialists on complex engagements.
• Navigate the ecosystem with Federal Systems Integrators, ISVs, and solution providers to create joint value propositions and go-to-market motions.
• Translate the Army's priorities into compelling AWS solutions and business cases.
• Be the customer's advocate to influence roadmap and service development.

Skills

Direct sales to C-level executives

Business development

Strategic account management

Education

Master's degree in business administration, finance, economics, computer science, data science, engineering, or related field

Job description

Job ID: 10504859 | Amazon Web Services, Inc.

How would you like to build the AWS Cloud Computing business for the US Army and Department of Defense (DoD)? Would you like to be part of a team focused on cloud transformation and adoption of Amazon Web Services by engaging with key DoD customers, systems integrators and solutions providers who are reinventing their IT strategy by adopting and delivering cloud computing solutions?

As a Sales Executive for Amazon Web Services (AWS), you will have the exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon’s utility computing web services including Amazon EC2, Amazon S3, Amazon Amazon RDS, Amazon etc.

In this role, you will:

• Develop a growing book of business in the US Army as part of a US Army sales team.
• Drive business and technical relationships and close business at a rapid rate by helping to define, identify, and pursue key opportunities.
• Establish deep business and technical relationships through your knowledge of the customer’s mission and the environment.
• Have day‑to‑day interactions with these customers.
• Have both a business background that enables them to drive an engagement and interact at senior military and civilian levels.
• Have a technical background that enables them to easily interact with staff officers, contracting officials, software developers, and architects.
• Have experience thinking strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions.
• Be able to travel as necessary.
• This position requires that the candidate selected be a US Citizen and obtain and maintain an active TS security clearance.

Key job responsibilities

• Own your business and your attainment goals. Develop and execute an account strategy that drives revenue growth across the US Army portfolio from infrastructure modernization to advanced mission workloads.
• Build executive relationships. Earn trust with senior military leaders, SES civilians, program managers, and contracting officers through deep knowledge of their mission, priorities, and challenges.
• Hunt and close. Identify, qualify, and pursue high‑value opportunities at pace. Maintain a robust pipeline and consistently exceed quota.
• Lead pursuit teams. Orchestrate multi‑role teams of Solutions Architects, Technical Account Managers, Partner Development Managers, and Delivery specialists on complex, stakeholder engagements.
• Navigate the ecosystem. Work with Federal Systems Integrators, ISVs, and solution providers to create joint value propositions and go‑to‑market motions that accelerate US Army Cloud adoption.
• Think big. Translate the Army's strategic priorities into compelling AWS solutions and business cases.
• Be the customer's advocate. Bring the voice of the US Army back to AWS product and engineering teams to influence roadmap and service development.

About the team

Diverse Experiences

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.

Why AWS?

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.

Inclusive Team Culture

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.

Mentorship & Career Growth

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.

Work/Life Balance

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

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

Preferred Qualifications

• Master’s degree in business administration, finance, economics, computer science, data science, engineering, or other related field
• 5+ years of directly managing and responsible for multiple large projects experience
• 5+ years of enterprise scale infrastructure or development‑based cloud programs/projects in a related industry experience
• Experience engaging and presenting to senior executives (CXO level).
• Experience with US Army specific programs, architectures, or modernization initiatives Familiarity with AWS services and how they map to DoD mission outcomes

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.

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

• Master’s degree in business administration, finance, economics, computer science, data science, engineering, or other related field
• 5+ years of directly managing and responsible for multiple large projects experience
• 5+ years of enterprise scale infrastructure or development‑based cloud programs/projects in a related industry experience
• Experience engaging and presenting to senior executives (CXO level).
• Experience with US Army specific programs, architectures, or modernization initiatives Familiarity with AWS services and how they map to DoD mission outcomes

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Important FAQs for current Government employees

Before proceeding, please review the following FAQs

https://www.amazon.jobs/en/faqs#faqs-for-us-government-employees

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